Selling SAP HANA On Power & Competition

SAP HANA on Power Sales Roadmap – Module 5
SAP HANA:
Selling SAP HANA on Power &
Competition
A storyboard for the module

Lessons Menu
The module is based on the following three-lesson structure:
• What is IBM’s Partnership with SAP HANA on Power?

• Selling SAP HANA on Power
• How to compete vs x86 and AWS
• Call to action (to be accessed after following the lessons).
© 2016 International Business Machines Corporation

What is IBM’s Partnership

with SAP HANA on Power?
Lesson one
Main learning points
• IBM’s SAP Capability

• Client Benefits
• Challenges
• Opportunities
• The Roadmap for SAP IT Optimization

IBMs SAP Capability
Unmatched breadth for our customers
Cloud Services Hardware

HANA on Power
32,500+ (HOP)
SAP resources
100+
5,000+ customers
Successful
SAP projects
2016 2015*
SAP Partner Excellence Awards: SAP Pinnacle Award- HANA Adoption Partner of the
• EMEA and MEE- Cloud Business Partner of Year
the Year SAP Partner Excellence Awards:
• NA- SAP HANA and SAP S/4 HANA • NA- HANA and Database & Technology
Integration
IBM + SAP Digital Transformation Program
IBM and SAP will co-innovate solutions through cognitive extensions, enhanced customer and user experiences, and
industry-specific functionality – enabled with SAP S/4HANA software, available on premise and in the cloud.
2 Digital Transformation
Centers for Co-Innovation
Over 40 Resources $1 Million in +
Investments: Invested from IBM and Marketing Dozens of Client Centers
SAP Palo Alto Walldorf Around the World
S/4HANA
Solutions: Supplier Assets Digital Core Workforce Customer

Collaboration IOT & HCP & Engagement Experience
Business Networks Cognitive assets Omnichannel IBM Cognitive Cloud Mobile
SAP HANA
Cloud Platform
Industry Full Service Cognitive/Cloud/

Results: Thought Leadership Model Mobile/Industry/H
& Value Roadmaps OP Solutions

What are we doing in our Co-Innovation Centers?
Bring the Best of IBM Integrate To The Best of SAP With Proven
Deployment
IBM Cognitive Solutions
Cognitive + Models
Analytics Solutions
…
from SAP
HANA Enterprise Cloud

IBM and SAP
…
SAP HANA
are building Mobile Cloud Platform
SAP HANA on
solutions
IBM Power Systems
…
that…
Engaging
…
IBM Interactive
Experience
(and more)

IBM is unparalleled as a multi-faceted SAP Partner
Customer
• All Platforms Certified for SAP – • SAP’s Premier Preferred • IBM’s Internal SAP • IBM’s DB2 is optimized
over 41,000 installations HANA Cloud Provider implementation for SAP
• All Platforms Deliver Lowest • Global Alliance partner since • Will provide common global • SAP Cloud Solutions
possible TCO for SAP 1989 processes across IBM SAP are integrated with
• Large Investment in Optimizing • Over 26,000 SAP-focused • Driving interoperability IBM’s Cloud tools
SAP Environments resources in 160 countries between SAP and IBM SW • Integrated System
• IBM Achieved Proven Low Risk • Dedicated HANA practice • IBM and SAP Consulting Management with SAP
LVM
for SAP Installations • Rated #1 System Integrator partnered to provide
• HANA – on IBM Power by Gartner, AMR, Aberdeen implementation services • Cheaper, better, faster!
• # 1 SAP SD Benchmark • #1 in SAP upgrades • Proven IBM technology

• AMS services infrastructure
In the last 5 years SAP has awarded IBM 17 Pinnacle Awards

A Global Team of more than 26.000 IBM Employees develop and support Solutions for and with SAP
Americas S&D Advanced IBM SAP International IBM Solution Development IBM SAP DB2
Technical Support (ATS) Competence Center Walldorf and Center of Excellence
Solutions Center, Walldorf, Germany Böblingen, Germany Böblingen, Germany
San Mateo, CA USA
Lotus Workforce
Solutions
Dublin, Ireland
IBM Benchmarking
Center Beaverton,
OR, USA IBM SAP Competence
ATS System Center (SAP CC)
European Solution Storage Tokyo, Japan
Mainz, Germany
Center (EBSC) EMEA
La Gaude, France Asia
Americas India
IBM Global Solution Pacific
Center (GSC)
Dallas, Texas, USA
IBM SAP Customer
Solution Center (SCSC)
Montpellier, France
STG Systems
IBM Global IBM Global Solution Center
IBM Global Bangalore, India
CoE CoE
CoE in Asia
in Amerika in Europe
Techline Techline
Techline Asia IBM India Global Global Business
America Europe
multiple
Multiple multiple Delivery Center Solution Center (GBSC)
centers
centers centers

4 Ways Clients Can Benefit From This Partnership
Thought Leadership Visit the IBM-SAP Digital Transformation website – to learn

more about the partnership, client success stories and
download e-books around our Industry and CXO value
roadmaps.
Leverage newly developed solutions – IBM and SAP will
Solutions bring to market industry and cross-industry solutions. Proof of
Concept solutions are available and can be seen at SAP
Sapphire NOW. Commercial solutions will be coming quickly in
the 2nd half of 2016.
Attend a digital transformation session – we will showcase
Workshops our digital transformation solutions and thought leadership in
workshop sessions. Attend a session at SAP Sapphire NOW
or post-Sapphire at one of our Innovation Centers.
Co-Innovate with IBM and SAP – Working through your
Hands On account team, help our IBM-SAP team understand the needs
of your industry. Become a flagship client and partner with us
to build an industry solution based on your requirements.
© 2016 International Business Machines Corporation 10

IBM is the only company that can provide the Full Breadth & Depth of Services for SAP
Strategy & Assessment

Cloud Consulting
Global Business
Services (GBS)
SAP Assessment
One IBM
Business Process Transformation
Outsourcing Level 1 Help Desk
Functional & SAP Functional Application Support

Development
Minor Enhancements & Customizations
Services
SAP Application Operations/DB Mgmt
SAP Basis Application Level 2/3 Support
IBM Cloud DB2 Database & IBM Middleware

Our client’s decide on
OS, Backup, Security and Network the scope of IBM’s
Infrastructure Management services & offerings
Servers, Storage, DC Management &
Maintenance
IBM has over
5000 Successful
SAP Installations
Globally

Organizations are facing a number of challenges
 Flat or declining  Increasing support costs are

budgets with limiting ability to fund business
increased impacting enhancements and
expectations of Support improvements
quality and Budget
responsiveness Model  Skill sets required to support
Constraints SAP are evolving and
Challenges expanding
 Ongoing support of  Existing infrastructure may be

legacy portfolio is Application aging and misaligned;
causing a budget Aging components may have been
drain Portfolio Infrastructure added ad-hoc
 SAP instances may Complexity  Rising floor space, energy,
have multiplied to maintenance; integration, and
meet tactical needs storage costs are causing
budget pressures
Opportunity: Multiple Step Transformation
Drivers:
• Reducing IT Costs (Space, Cooling, Power, Admin, etc.)
• Standardization (Apps, Infrastructure, Services, Process)
• Agency Directives (e.g. OMB, Commerce)
CLOUD ready
• Removing User Complexity
• Mass Data Aggregation SHARED RESOURCES
• Fine-Grained Services Self-service, Pay per usage, Multi-tenancy
• Capex vs. Opex AUTOMATE
• Understand Utilization Provisioning, ILM, HA/DR, Management
• Culture/Boundaries:
OPTIMIZE Inhibitors:
– … Operational Efficiency • Diverse Heterogeneous apps/platforms/OSs
– …
VIRTUALIZE • Widely distributed compute and storage systems
Increase Utilization • Significant security requirements (vs. COTS/GOTS)
• New capability requires significant investment
CONSOLIDATE
• Configuration Management Baselines and Processes
Physical Infrastructure
(human intensive, error prone, & ineffectually supported by I/T)
• Stakeholder Culture, Boundaries, Funding Sources
The Roadmap for SAP IT Optimization
IT Service Management
Introduce policy-driven self-management
 Service level managers, policies ...
Potential:
Cloud
Business Value
20% savings
Potential:
Potential: Unlimited savings
10% savings
Automate Manage dynamic infrastructures
 Provisioning, automation scripts, IT
Potential: service management, dynamic
10% savings infrastructure management, ...
Virtualize Enable flexibility of resources
 LPARs, Virtual Machines, SAN, NAS, Virtual
File Systems...
Prepare the transition
Simplify  Harmonize release levels, consolidate systems, …
Business Flexibility and Responsiveness

Selling SAP HANA on

Power
Lesson two
• How do you Approach Selling SAP HANA on Power?

• Tips & Techniques Selling SAP HANA on Power

Why Sell SAP HANA on Power (HoP)?
• Without HoP, major opportunity space for Power Systems market evaporates
– DB and Applications can be different, but often Applications follows DB
• Without HoP, Linux momentum stalls
– HoP has been a huge shot in the arm for LoP
• Infrastructure vital to gaining an entrée into IT shops for SW & Services
• SAP Customers that love Power want HoP
– Competitively installed SAP customers willing to hear HoP story
• Memory sizes are huge, DB system size is proportionate to memory, e.g. 50 GB/core for E870/E880 BW,
96GB/core for SoH and S/4
– 80-core/4TB system is not uncommon
• Solution Editions vital
– Legitimacy in market
– Avoids PPA issues
– Starting TCA more in line with x86
• Various deployment options, in house, managed services and in the cloud

Value of HANA on Power to IBM Sellers
• Over 6000 SAP accounts (WW) running SAP workload on Power today
• Lots of opportunity for new HANA sales w/ IBM client relationships
• Customers comfortable with Power for SAP
• Take the infrastructure out of the Sales Cycle.
• Remove project risk
• Reliability – especially memory
• Highly reliable, redundant, protected memory and memory subsystem by design without performance impact
• Scalability limitations
• Power has proven ability to scale to largest size possible, based on years of large scale SAP conventional DB
deployments
• Some x86 systems offer large options, but deliver no proof of ability to scale. Adding Vmware further limits size
of each VM to 1TB in GA, 4TB in Controlled Availability
• Mitigate delays
• Virtualization by default and without limits allow systems to respond to project requirements rapidly
• X86 VMware has many constraints and is not supported for more than one VM when running production
• Capacity on Demand – quick response to project requirements
• Fast, simple and reliable partner

Why Customers Care about HANA on Power?
• SAP has made HANA the strategic consideration for all customers
– Innovation and investments will be focused on the HANA platform
– SAP customer must have a HANA plan
• HANA likes performance hardware

– In-memory database needs high quality memory and large memory spaces
– Runs best in single node (Business Suit not supported by scale-out)
• Power8 has 3 major strengths

– Performance: higher throughput per core to deliver faster business results
– Reliability: RAS characteristics to support mission critical SAP applications
– Flexibility: Superior virtualization and management features to drive flexibility and utilization

How to find HoP Opportunities
• Start with existing SAP on Power customers

– Every single one MUST have a HANA strategy
– 2025 is end of conventional DB support for SAP Business Suite 7 Applications
– Many new enhancements only available with HANA
• Prospect in new accounts
– ASUG (SAP User group) is the secret weapon!
– Workshops
– Roadshows
• Oracle is the common enemy
• Some x86 customers are hitting the wall or hitting problems

HANA on Power Client Discussion Points
Enhancement Summary What it means

SAP Business Suite on • SAP supports HANA on Power for: Growing range of SAP
• ECC (ERP) solutions on HANA now runs
HANA • SRM
• S/4 HANA Finance 2.0 on IBM Power
• Other modules to follow through 1H 2016
Highly Virtualized • SAP supports the use of multiple Delivers unmatched flexibility
Deployments LPARs on production servers for SAP HANA deployments
Scale-out (multi-host) • SAP supports Business Warehouse Power now supports the
mode in multi-host mode, in addition to complete range of deployment
single node mode modes
IBM Customer • IBM guarantees customer Enables clients to deploy
Experience Guarantee experience for larger core:memory larger, more optimized HANA
ratios and/or database sizes landscapes
Statement of Direction: • IBM will release systems supporting Enables clients to deploy
Up to 32 TB memory per with 1.3 more memory than largest largest HANA databases,
machine x86-based systems and/or plan for growth

How to win with HANA on Power
• Step #1: Identify

• Do you have a customer running SAP Workload on Power?
• Is there a HANA sales cycle/progression in that account?
• Are there “shelfware” HANA licenses or older (pre-7.3.1) versions?
• Step #2: Engage

• Contact your IBM and SAP Alliance Executives
• Ask for assistance from Presales, Lab Services, BDSC (below)
• Step #3: Analyze

• Review your customers HANA deployment options with an SAP
expert (Alliance Executive)
• Step #4: Partner

• Become the ‘Trusted Advisor” to your customer with the IBM HANA
experts. This will help you define a winning sales strategy/proposal

3 Scenarios & Actions ( examples incl. Suite on HANA)
• Scenario #1 : Customers who have not yet purchased SAP HANA for Business Warehouse (BW) or Suite on HANA
• Contact IBM Alliance Executive for alignment call with SAP ( On premise or Cloud )
• Opportunity for HANA Deployment Workshop (for potential Clients)
• Understand Customers timeline and HANA strategy
• Scenario #2 : SAP BW customers who have purchased SAP HANA, but not using SAP HANA for BW
• License retirement opportunity, or an subsequent S4/HANA license sale
• Contact IBM Alliance Executive for alignment call with SAP
• Include Global Technology Services – Total Solution Services (GTS-TSS) or Global Business Services (GBS) for
implementation/upgrade/migration potential
• Scenario #3 : HANA license sales cycle in progress (either for BW only, or for Suite on HANA)
• Contact Alliance Executive for alignment call with SAP
• Must ensure that SAP AE understands HANA sales cycle not delayed
• Include GTS – TSS or GBS for implementation/upgrade/migration potential
• All scenario actions should include a SAP technical sales architect

SAP HANA on Power for ERP, Suite, BW and S4/HANA*
TARGET CLIENTS PAIN POINTS LEAD THE CONVERSATION
SAP on Power clients: For customers who
appreciate strengths of Power platform for their Performance - HANA is how SAP intends to • Do you have IBM Power systems running your
traditional SAP implementations and want to apply deliver its “real-time business” strategy. Speed SAP workload today ? No need to change
them to HANA. Great way to accelerate SAP HANA and performance are critical factors for this use • Have you considered the benefits of deploying this
license sales and POWER8 upgrades. Superior case. key workload on a true big data platform?
performance and ability to run multiple workloads are • Customers can start their HANA projects right
compelling to these clients. Flexibility and Economics - The ability to combine away on existing Power Systems.
SAP HANA on x86 clients: For clients who are workloads, including SAP on AIX, delivers key • HANA on Power POC ‘s available
frustrated with unreliable x86 appliances lacking flexibility and value to customers with complex
flexibility and/or varying workload needs.
WHY IBM
IBM SOLUTION CLIENT BENEFITS WHY POWER8 & SAP HANA
Solution components  High reliability, availability, and serviceability Game-changing technology
• POWER8 servers for a key enterprise workload. Memory “We believe that HANA on the Power platform has the potential
to fundamentally transform the HANA adoption journey for
• Any POWER8 server can run HANA reliability built in to Power systems
customers. It's significantly easier to deploy HANA on Power as
(unlike Intel appliances) automatically. compared to any other platform that's available today.”
• HANA on Power utilizes the TDI model  Record-setting performance due to POWER8 NTT Data Systems
of implementation clock speeds and throughput (up to 8
• Clients can use existing Storage- no simultaneous threads vs. 2 for Intel). 2X Flexibility and Value
need to buy new hardware performance over x86 systems “We chose POWER8 for HANA because we really didn't want
• Utilize “mainstream” SAP HANA tools  Enterprise-grade virtualization for multiple 'yet another appliance' in our service offerings. Also we really
• SAP HANA mission-critical workloads including traditional needed Capacity on Demand and all its aspects.… Unless you
have enough flexibility to structure the power and memory
• SUSE SLES 11 SP4 for SAP SAP deployments. Multiple Production
demands that you need, you will have to have overinvestment
instances within a Server in your capacity.”
Technische Universität München
Partnering with SAP
• Contact your assigned IBM SAP Alliance Executive
– Or contact bbreitel@us.ibm.com Bob Breitel (IBM Director, SAP Global Alliance)
• Remember, SAP sellers don’t’ care about hardware!

– Unless….you have a special relationship with the CIO or CFO
– Can you help SAP accelerate the SAP HANA sale?
• SAP sellers will be ‘pushing’ HANA in the Cloud

– Special Incentives……IBM is the Cloud supplier to SAP
• In an existing Power SAP installed account, contact your assigned IBM SAP Alliance Executive
– SAP will be more inclined to work with IBM overall
– SAP will be cautious working with IBM in a DB2 account, address joint strategies to overcome objections
– Get aggressive with SAP in accounts with Oracle installed

TIP: When Selling Address the Decision criteria for SAP HANA
Infrastructure
Will it perform at How do we keep How quickly can Is the cost of

our level of the system from we get back in the system
expectation failing and if it business after a justified by the
during peak load fails, do we lose failure? value it brings?
conditions? any data?
Response time Uptime HA/DR Value of uptime - ROI

I/O throughput Reliability RTO Cost of downtime
Utilization knee RPO RTP TCO
TCA
When something happens, do you trust your vendor to stand

with you to get the problem resolved?

TIP: Early seller pitfalls
• RAS
– HANA include systems replication so high system availability does not
matter.
• Performance
– The old rules about performance don’t matter. It is not about per core but per
HANA instance performance.
• Virtualization
– VMware is supported just like PVM for HANA

TIP: TCO – Get the Complete Picture!
Environments
Components Time
TCA
Hardware $ $ $ $ $ Planning
Software $ $ $ $ $ Upgrades
People $ $ $ $ $ Migration
Network $ $ $ $ $ Growth
Storage $ $ $ $ $ Parallel Costs
Facilities $ $ $ $ $ Net Present Value
QoS – Availability, Reliability, Security and Scalability
Total Cost of Ownership is much more than Total Cost of Acquisition!

TIP: TCO: Look at the complete picture
Usually the percentage of the infrastructure cost for an SAP environment is in the range of 10% of
the total cost, which also includes the SAP Licence fees, and manpower for administration.
5 year TCO comparison 5 year TCO comparison
3,5 25,0
3,0
Cost (Million €)
11.7%
Cost (Million €)
2,5
20,0 1.7%
2,0 15,0
1,5
10,0
1,0
0,5 5,0
0,0
0,0
Power x86 Server
Power x86 Server
Infrastructure only Infrastructure plus SAP Application
Spending an additional few percent of your overall cost on IBM Power Systems for the infrastructure
part gives a much better performance, service level and more flexibility compared to x86.

Extended Maintenance until 2025
© 2016 International Business Machines Corporation 32

Support Options for HANA on Power
© 2016 International Business Machines Corporation 12/4/2018

How to compete vs x86

and AWS
Lesson three
• What is the Competition Saying?

• Why IBM POWER8 over Intel for SAP HANA
• Comparing IBM Cloud SAP Solutions to AWS

What is the Competition Saying?
Competitive Remark: Our Response:

Power is Expensive! TCO / cost of the solution is in line with the business
expectations and requirements
Doesn’t Support S/4HANA and dozens of other SAP Integral Part of SAP Architecture – See Product
applications Roadmap & Partnership
Can’t scale to large memory requirements Ability to scale up and scale out / purpose built for big
data and analytics – runs fast
Forces you into TDI, appliances are better! Investment protection / sized for workload / flexibility
in deployment
Plus: Do you know about the partnership and

investments that both IBM and SAP have with one
another unlike any other vendor?

Why IBM POWER8 over Intel for SAP HANA
IBM POWER8 HANA TDI Intel HANA Appliance IBM Differentiator
RAS/Risk • Designed for Mission Critical Workloads • Commodity approach to Mission Critical • Lowest system Failure rate with Highest system Performance (ITIC)
(Reliability, Availability, • Lowest failure rates in the industry application; More total cores required • IBM is the #1 SAP System Integrator (Gartner, AMR, Aberdeen), and one of
Serviceability) • Speed of Implementation and Solution Delivery • Increased risk: More Points of Failure SAP’s Preferred HANA Cloud Provider
• 2x the Performance of Haswell • Lower density systems, commodity parts • IBM Power is specifically engineered and positioned for large enterprise scale-
Performance • 4x more threads & 3x memory bandwidth per • Slower cores with higher failure rates up HANA/Analytics environments (4,600+ SAPS per Core)
Core exploits HANA multi-threading • Higher latency solution • Significant SMT-8 throughput advantages for HANA multi-threading
• Lowest virtualization layer overhead on multi- • Higher Virt overhead, Poor memory utilization • Highest performance virtualization solution for SAP HANA
Virtualization threaded HANA workloads • 1TB Production limit on VMware for BWoH • Fully exploits the HANA Scale-up approach
• Combine SAP workloads on single server • SAP is promoting MDC – strong fit for Power8 • Power Systems virtualization for HANA is a Game Changer!
• One of SAP’s Preferred HANA Cloud Provider • SAP-SoftLayer solution for SAP is the highest performing and most
• AWS Single node Max is 244GB
Cloud Options • Up to 6TB Scale-up node & 48-node Scale-out highly available HANA solution in the Cloud
• No Scale-up option
• 21% more SAPS than AWS with 24-cores • A leading Global Enterprise solution for SAP HANA in the Cloud
• Max Scale-out is only 16 nodes
Ease of • Fewer cores, fewer systems to manage • More cores, more systems to manage • Fewer systems needed to handle the entire SAP HANA Landscape
• Reduced server sprawl, easier to manage • More Points of Failure
Management • Higher management costs with more risk
leads to easier management and higher resource utilization
• High Processor and Memory density servers • Scaling creates server sprawl • Single server scales to 8TB of memory and 80 4.19 GHZ cores
Scalability/Agility • Capacity OnDemand • Lower density Virtual Machines • Virtualization and environment stacking bring ultimate agility
• Stack and Virtualize for ultimate agility • Virtualization limitations reduce scalability • Dynamic scaling on demand to meet rapid changes in workloads
• Stack Dev, QA, Test and HA on 1 Server • Limitations stacking 3TB workloads • Run multiple workloads on a single Scale-up server with the industries
Flexibility • Utilize current Storage and Networking • Appliance approach dictates the Hardware lowest overhead virtualization solution for SAP BW on HANA
Investments; Saving on footprint & OPEX • Cannot utilize current investments • Capacity OnDemand, Instant provisioning and deployment
• Value: fewer cores, fewer footprints, with lower • Larger footprint – Vmware memory limitations • IBM POWER8 Virtualized BW HANA solutions fully utilize the Scale-up
Footprint operating and datacenter costs • Higher datacenter and operational costs approach with the smallest possible hardware and operational
• Higher density Virtualization for Scale-up footprint
• Smaller footprint and utilization of existing • Higher datacenter and operational costs • Exceptional Total Cost of Ownership solution for SAP HANA Scale-
TCO investments lower overall costs across the • Memory limitations for BW HANA renders solution up
Datacenter and in Operations closer to Scale-out than Scale-up • IBM-SAP Strong Relationship for On-prem and Cloud Solutions

Comparing IBM Cloud SAP Solutions to AWS
IBM CMS4SAP IBM AMM-SAP AWS
Positioning • Managed PaaS • Managed PaaS • Self Managed IaaS
• Hypervisor and below by AWS
Management • OS, DB (Including HANA) and SAP Basis • OS, DB (Including HANA) and SAP Basis • Anything above is partner or self-
managed
Supported Operating
• Windows, RHEL, AIX • Windows, RHEL • Windows, RHEL, SuSe
Systems
• IBM DB2 , Oracle, Microsoft SQL Server, • IBM DB2 , Oracle, Microsoft SQL Server, • IBM DB2 , Microsoft SQL Server,
Supported DB’s
HANA, Sybase ASE HANA, Sybase ASE HANA, Sybase ASE
HANA Node Sizes • 128GB, 256GB, 512GB, 1TB, 2TB, 4TB, 6TB • 128GB, 256GB, 512GB, 1TB, 2TB • Max single node 244GB
HANA Scale-out • Up to 48 nodes (BW on HANA only) • No • Up to 17 nodes (BW on HANA only)
• vCPU: 2, 4, 8, 12, 16, 32 Wintel &

VM Server Sizes • vCPU: 2, 4, 8, 12, 16 • Up to 36 VCPU’s
64 AIX
Storage • Tier 1, Tier 3 • Tier 2, Tier 3 • EBS
• VM’s • VM’s
Server Types used • VM’s
• LPAR’s • Bare metal
Free Data transfer

• No • Yes • No
among DC’s
• VPN or MPLS (Customer Provided) • AWS VPC

Connectivity options VPN or MPLS (Customer Provided)
• AT&T Netbond • AWS Direct Connect

Comparing IBM Cloud SAP Solutions to AWS
IBM CMS4SAP IBM AMM-SAP AWS
99.5% - Standard
SLA Availability at SAP 99.5% - Standard
99.7% - Enhanced NO
(Application level) 99.7% - Enhanced
99.9% - High
SAP Response time YES (<1 sec response time for ERP) NO NO
• Severity 1: First response within 15
• Severity 1: 15 minutes
minutes
• Severity 2: 100% of responses within 3
Service Delivery • Severity 2: 100% of responses within
hours NO
Response Time 3 hours
• Severity 3: 100% of responses within 2
• Severity 3: 100% of responses within
business days
2 business days
Service Delivery
Severity 1: Within 5 hours Severity 1: Within 5 hours NO
Resolution time
Disaster Recovery RTO= 4h, RPO = 15min RTO= 4h, RPO = 1h Roll your Own
Server Types VM’s, LPAR’s VM’s, Bare Metal VM’s
Infrastructure Enterprise HW Commodity Commodity
Managed Infrastructure YES YES NO
Managed OS YES YES NO

Managed DB YES YES NO
Managed SAP (Basis) YES YES NO

IBM is working to deliver SAP’s end-to-end cloud for its Customers
SAP
Offering
Benefit Cloud as a Technology Enabler Cloud as a Business Svc

Area
Service Cloud
Hosting Client infrastructure / IBM Cloud Run by SAP on SAP Cloud
Services IBM SAP SI & AMS Delivery IBM SAP SaaS SI & AMS Delivery
s

SAP HANA on Power

Sales Roadmap
Call to action
Selling SAP HANA on Power - Summary
• IBM and SAP have a tremendous investment in their partnership including the IBM + SAP Digital
Transformation Program, the co-innovation centers, an IBM global team of more than 26000 employees,
Service and Support offerings and as the preferred Cloud services provider
• IBM is the only company that can provide the full breadth & depth of services for SAP with over 5000 SAP
installations worldwide
• Familiarize with the best techniques and discussion points for discovering and addressing SAP HANA on
Power opportunities
• Understand the client’s decision criteria for the infrastructure in directing the sales effort and leverage TCO
for the complete picture
• Partner with SAP through the IBM Alliance Executive
• Familiarize with competitors key objections and be able to articulate Power’s benefits/differentiators and
value proposition

SAP HANA on IBM Power Systems – Sales Kit v.10 March 2016
Available on SSI for IBMers + PartnerWorld for BPs Customer Wins – IBM internal Use only (ALL WinWires)
 Pfizer selects IBM POWER8 - largest SAP HANA win in N.America
SAP HANA on Power – MUST read!  Lemvigh-Müller: SAP HANA BW on POWER8, FlashSystem & DS8870
 Quick reference guide - SAP HANA on Power in SSI  SUKANDA DJAYA: The 1st SAP HANA on IBM Power Linux Win in ASEAN!
 Overview deck, 6 Slides: HANA on Power Messaging in SSI The 1st IBM Power Linux Cluster (LC) Win in AP!
 HANA on Power Solution Brief in SSI  IBERDROLA: SAP HANA on POWER
 IBM White Paper “SAP HANA on IBM Power Systems” Nov. 2015 in SSI  FILA Korea: FIRST SAP HANA on POWER in Korea!
 IDC White Paper “For the First Time, Architectural Choice for SAP in SSI
 Pund-IT analyst white paper in SSI Blogs from SAP and IBM
th
 SAP Blog post, Anil Saboo, Dec. 16 , 2015
th
Communications & Press Releases from IBM and SAP  IBM Blog post, Vicente Moranta, Dec. 8 , 2015
th
 IBM Unveils Power Systems Solutions to Support SAP HANA  IBM Blog post, Vicente Moranta, Dec, 14 , 2015
 Innovation for SAP HANA Empowers Customers in Today’s Digital Economy
 NTT DATA cover story: “Immediate Information, Immediate Advantage” Reference Customer Case Studies & Videos
IBM Systems Magazine article: Jul. 2015  Hamm Reno Group, Germany - Case Study & Videos
 Companhia Siderúrgica Nacional (Brazil) Chooses IBM Systems  Ctac, Netherlands - Case Study / Video
and Storage to Manage Analytics Workloads  Technische Universitaet Muenchen (TUM) - Case Study & Videos
 NTT DATA - Case Study & Video
Webcasts / Webinars
 IBM Experts Exchange Power Edition Series: SAP HANA, IBM Power Systems IBM Sales Contacts:
and SUSE: A great combination, Webcast Feb. 26th, 2016  WW = John Wise EP = Klaus Andreas Span
 Customer Best Practices for SAP HANA on IBM Power Systems & SUSE Linux  NA = Richard Rommel MEA = Alessio Bagnaresi
 Choose the Right Platform for Your SAP HANA Strategy from SUSE, IBM & SAP  AP = Bruce WJ LAI GCG = Edward Lin
 JP = Akira Kuno LA = Igor Souza Oliveira Santos
Videos
 The Next Chapter in IBM & SAP Innovation, Doug Balog: SAP HANA on Power ISICC Technical Community – discuss with your peers
 SAP HANA now runs on all IBM POWER8 servers, joint IBM SAP video SalesConnect OCV coding = SAPHPWR
feat. Doug Balog, IBM, Vicente Moranta, IBM and Quentin Clark, SAP
 About POWER, SAP HANA & Innovation, video Vicente Moranta, IBM
 SAP HANA and IBM Power Systems Means IT Simplification, Latest SAP Product Availability Matrix (PAM)
joint IBM SAP video, feat. Kyle Garman, SVP, SAP A SID is required to access it and can be obtained directly from SAP
IBM Internal Information

 IBM Competitive Project Office, part of bluemine, IBM confidential Stuck and need help? Send E-mail to hop@us.ibm.com
e.g. “SAP HANA on IBM POWER8 versus HP” For future Marketing Asset updates, follow this link or in Connections

End of Module 5
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Selling SAP HANA On Power & Competition

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Selling SAP HANA On Power & Competition

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SAP HANA on Power Sales Roadmap – Module 5

A storyboard for the module

The module is based on the following three-lesson structure:

• What is IBM’s Partnership with SAP HANA on Power?

• Call to action (to be accessed after following the lessons).

© 2016 International Business Machines Corporation

What is IBM’s Partnership

• IBM’s SAP Capability

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Cloud Services Hardware

Solutions: Supplier Assets Digital Core Workforce Customer

Industry Full Service Cognitive/Cloud/

© 2016 International Business Machines Corporation

HANA Enterprise Cloud

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• # 1 SAP SD Benchmark • #1 in SAP upgrades • Proven IBM technology

In the last 5 years SAP has awarded IBM 17 Pinnacle Awards

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Thought Leadership Visit the IBM-SAP Digital Transformation website – to learn

© 2016 International Business Machines Corporation 10

Strategy & Assessment

Outsourcing Level 1 Help Desk

Functional & SAP Functional Application Support

SAP Application Operations/DB Mgmt

SAP Basis Application Level 2/3 Support

IBM Cloud DB2 Database & IBM Middleware

© 2016 International Business Machines Corporation

 Flat or declining  Increasing support costs are

 Ongoing support of  Existing infrastructure may be

Business Flexibility and Responsiveness