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2006 IBM Corporation
This presentation is intended for the education of IBM and Business Partner sales personnel. It should not be distributed to customers.
IBM Systems & Technology Group Education & Sales Enablement 2010 IBM Corporation
XSR04: Up to Speed on IBM System xSystem x and BladeCenter Sales Education Series
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IBM Systems & Technology Group Education & Sales Enablement 2010 IBM Corporation
Agenda do curso
Segunda (13/09)
08:30 as 09:00 - Welcome Coffe
09:00 as 10:00 - Introduo a linha System x e BladeCenter da IBM (Rafael Cunha)
10:00 as 10:30 - Break
10:30 as 12:00 - Servidores High Volume IBM System x (Rafael Cunha)
12:00 as 14:00 - Almoo
14:00 as 15:30 - Servidores Blade (Leo Couto)
15:30 as 16:00 - Break
16:00 as 17:30 - Servidores High End IBM System x (Leo Couto)
Tera (14/09)
08:30 as 09:00 - Welcome Coffe
09:00 as 10:00 - Ferramentas IBM System x (Rafael Cunha)
10:00 as 10:30 - Break
10:30 as 12:00 - Storage (Juliana Dantas)12:00 as 14:00 - Almoo
14:00 as 15:00 - Cool Blue (Rafael Cunha)
15:00 as 15:30 - Diferencie-se com opcionais IBM (Rafael Cunha)
15:30 as 16:00 - Break
16:00 as 16:45 - Ferramentas de gerenciamento (Rafael Cunha)
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IBM Systems & Technology Group Education & Sales Enablement 2010 IBM Corporation
Test 000-153: System x Sales Specialist V6
Test info rmat ion:
Number of quest ions: A t least 39
Time al lowed in minu tes: 75
Requ ired passing sc ore: N/A%
Test langu ages:
Engl is h, Chinese Sim pl i f ied, French , Ital ian,
Japanese, Portug uese B razi l ian, Russian,
Spanish Cast i l ian, Spanish LA
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Test 000-153: System x Sales Specialist V6
Section 1 - Gathering Requirements
Understand market environment for System x family and other x86 serversDescribe System x family (i.e. - high volume servers, high performanceservers, BladeCenter)
Relate customer requirements to family characteristics and the relatedcompetitive advantages.
Compare the System x Server family including eX5 and high volume serversto competitors, previous System x servers and communicate the businessvalue to customers
Describe total cost of ownership including total cost of acquisition, energy
efficiency, power and cooling, backward and forward compatibility, andsystems management.
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IBM Systems & Technology Group Education & Sales Enablement 2010 IBM Corporation
Test 000-153: System x Sales Specialist V6
Section 2 - Propose Solution
Select and use basic presales tools (i.e. - xRef, Competitive Sales Tool, QuickSolution Tool, Configuration and Options Guide (COG), and ServerProven)
Select and use advanced presales tools (i.e. - CDAT consolidation, Power Calculator,Interoperability Guide, SSCT, Blue Horizon).
Select and use appropriate support structure (i.e. - Techline, Competeline, FTSS,
Business Partner support, Distributor support)
Relate the differences between scale-up and scale-out deployment strategies.
Demonstrate other top selling or competitive strategies. Bid to Win Manage to Profit.
Discuss and apply the total solution (i.e. - software, storage, tape, rack and rack
options, switches, services, training, networking, SAN, and other options).
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IBM Systems & Technology Group Education & Sales Enablement 2010 IBM Corporation
Course Agenda
Topic 1: Introducing IBM System x andBladeCenter?
Topic 2: Entering the System x Portfolio
Topic 3: BladeCenter and Other InnovativeSystem x Products
Topic 4: Enterprise Servers for Enterprise
WorkloadsTopic 5: IBM System x iDataPlex, IBM Cluster
1350 and introducing Cloud Computing
Topic 6: Completing the Sale with Options,Storage, Services and Support
Topic 7: Optimizing IT With SystemsManagement
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Growing your skills and preparing for certification
IBM Business Partners (IBM PartnerWorld) Skills Development
> Start with Systems Connect eXpert (now on Systems College) Created to make it easier for IBM partners to grows skills and keep them sharp
See the roadmaps and recommended education http://www.ibm.com/Partnerworld/SystemsConnecteXpert
> Leverage the Business Partner Guidebook http://www.ibm.com/partnerworld/wps/pub/overview/B5X00
IBM Team Skills Development
> Start with the System x Specialist area of the STG Smart Zone Roadmaps and "What's New" education
http://lt.be.ibm.com/smartzone/systemxsales
> Take advantage of the System x Reference Sheets (xREFs) http://www.redbooks.ibm.com/xref
Both IBM Internal and Business Partner Resources
> Take advantage of the System x Reference Sheets (xREFs) http://www.redbooks.ibm.com/xref
> Schedule a Top Gun training to quickly ramp up your selling skills http://www.ibm.com/systems/education/topgun/xtop.html
http://www.ibm.com/Partnerworld/SystemsConnecteXperthttp://www.ibm.com/partnerworld/wps/pub/overview/B5X00http://lt.be.ibm.com/smartzone/systemxsaleshttp://www.redbooks.ibm.com/xrefhttp://www.redbooks.ibm.com/xrefhttp://www.ibm.com/systems/education/topgun/xtop.htmlhttp://www.ibm.com/systems/education/topgun/xtop.htmlhttp://www.redbooks.ibm.com/xrefhttp://www.redbooks.ibm.com/xrefhttp://lt.be.ibm.com/smartzone/systemxsaleshttp://www.ibm.com/partnerworld/wps/pub/overview/B5X00http://www.ibm.com/Partnerworld/SystemsConnecteXpert -
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Topic 1:Why IBM System x and BladeCenter?
By the end of Topic 1, you should be able to:
> Summarize the market forces that impact your clients businesses
> Recall how IBM innovation and expertise can help clients to solve realbusiness challenges and remain competitive
> Describe the System x value proposition and differentiation
> Recall the broad capabilities and benefits of engaging Team IBM
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Points to Ponder
Think about the following as youprogress through this topic:
What concerns do you hear from yourclients around their IT strategy?
How does IBM's leadership in the ITindustry help us when selling x86solutions?
How can you build value from the larger
IBM "Big Blue"?
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Topic 1 Agenda
> The Changing Global Marketplace
>How IBM helping our Clients build a Smarter Planet.
> Leveraging IBM to provide higher value solutionswith our System x and BladeCenter solutions
> Overview of System x and BladeCenter
> Review
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Globally, systems andinfrastructure are reaching abreaking point.
Meanwhile, customer expectations andcompetitive pressures are increasing.
IDC has just released estimatesthat this year, the Digital Universe
meaning every electronicallystored piece of data or file outthere will reach 1.2 millionpetabytes, or 1.2 zettabytes, thisyear.
http://en.wikipedia.org/wiki/Petabytehttp://en.wikipedia.org/wiki/Zettabytehttp://en.wikipedia.org/wiki/Zettabytehttp://en.wikipedia.org/wiki/Petabyte -
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IT has felt the impact of current economic conditions
Organizations have had tochange their IT strategy.
They must do more with less,fully utilize every resource andautomate wherever possible.
Workloads deployed
Servers deployed
Management $
New thinking
IT Spending IT Deployment
2009
2005
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At the same time, the world is becoming smartermore instrumented, interconnected and intelligent
Data volumes are exploding.
Workloads are growing.
Analytics are no longer optional.
contains millions of transactions.
EVERYMOMENT
InsightData
Action
Analytics
Management automation
Adding more servers isnt the solution.
Our infrastructure must become smarter
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Easy toManage
Value
Customer satisfaction
Quality/Service
Technology
Why do clients succeed with IBM?
Leadership Brand
#1
BusinessWeek Brand
BusinessWeek IT Brand
#2
#1
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We must move past todays challenges to seizetomorrows opportunities.
HOW CAN WE ADDRESS WHILE ALSO LAYING A FOUNDATION
FOR
HIGHER SERVICE EXPECTATIONSInternet-savvy consumers andemployees expect 24x7 access to qualityservices.
RISING COST PRESSURESStaggering levels of complexity andinefficiency drive up cost and stifle
innovation.
NEW RISKS & THREATSThe connected, collaborative world isalso a more vulnerable world.
BREAKTHOUGH PRODUCTIVITYAlmost any person, object, or service canbecome digitally aware and connectedcreating new possibilities for change.
ACCELERATED VALUE CREATIONMore adaptive capabilities like cloudcomputing create new opportunities.
INCREASED VELOCITYThe faster pace of business and societydemands a more responsive, agileinfrastructure.
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The world has become flatterand smaller.Now it must becomesmarter.
IBM going to market aroundfour major initiatives
Smart Work
New Intelligence
Green & Beyond
Dynamic Infrastructure
The Vision of a Smarter Planet showcases what makes IBM unique andmakes System x the leader in x86 innovation
The Vision of a Smarter Planet
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REDUCE COST
IMPROVE SERVICE
MANAGE RISK
Energy Efficiencyand Performance
X-ArchitectureReliability andResiliency
Dynamic Infrastructure:Addressing todays challenges and tomorrows opportunities.
Systems Director
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Introducing the Dynam ic Infrastruc ture Whiteboard
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Introducing the Dynam ic Infrastruc ture Whiteboard
I d i h
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Introducing the Dynam ic Infrastruc ture Whiteboard
I t d i th
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Introducing the Dynam ic Infrastruc ture Whiteboard
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Systems IBM Software & ServicesSystems Software
Dynamic Infrastructure
Management
Energy
Security
Availability
Multiple OSsVirtualization
Delivering business value by helping clients improve service,
reduce cost and manage risk Systems that are fit for purpose
Technology and expertise to drive business advantage
Leading management, energy, security, resiliency and virtualization &consolidation capabilities
Breadth of IBM to provide end-to-end business solutions
IBM is setting the infrastructure agenda for the industry
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IBM Systems, the Right Fit for a Dynamic Infrastructure
Reduce cost while mitigating risk and improving service
> IBM Systems designed to help reduce cost, improve service and manage risk
> Flexible solution approach for the right fit and a commitment to open standards
> Systems software embedded with leadership virtualization, management and security
System StoragePower Systems System zSystem xan d
BladeCenter
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The PC architecture has already been pushed to its limits
Are easy to acquire.
Support a broad application base.
Take advantage ofreadily available administration skills.
In distributed computing environments,85 percentof computing capacity sits idle.1
Power and cooling costs are now eight times greaterthan they were 12 years ago.2
Management costs now represent 70 percentof IT budget.
1 Based on IBM estimates.2,3 Clabby Analytics, The Data Center ImplosionExplosion and the Need to Move to a New Enterprise
Data Center Model, February 2008
x86SERVERS
BUT
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Traditional server paradigms need to change
Personal
Computers
Rack
optimized
Blade
Servers
Tower
PC Servers
The x86-based PCarchitecture is now 28 years old.
It has evolved through PCs, towers, racks and blades.
It holds 53 percentof the server market and that number is growing.
?
New thinking is required.
It ti t d fi th 86 l d
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The fundamentalengineering of thesystem at the heart
ofyoursystem matters.
Its time to redefine the x86 server landscape
Its about more than just the processorits about the system.
The next generation x86 architectures mustbe able to keep up with the proliferation of
workloads and explosion of data of a smarter,
more interconnected planet.
c
DATAWorkloads
Underutilization
&High OPEX
Reactive
vsProactive
Memory
bottleneck
Wh i M th B ttl k N ?
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Why is Memory the Bottleneck Now?
Intel CPU Trends(sources: Intel, K. Olukotun)
Pentium
386
Xeon
Paxville
Montecito
Breakdown inFrequency
scaling
Warning
A little technical
Starting with what changed
Multi-core processors
A 2-socket, quad-core processor systemhas 8 processing threads
Most applications are designed for 4 to 8
processing threads
This is driving the requirement forvirtualization not just for higher utilization.
These systems with a large number of
processors, working at much higherutilization requires need a lot of data ready tobe processed. The memory provides thatdata.
St f t h l d ti f i t li d i t
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Stages of technology adoption for virtualized environments
Decouple complexityfrom scale
Share resourcesoptimally
Automate workloadmanagement
Incorporate HA & DR
Physical
Consol idat ion
Improve utilization
Reduce costsLower power
usage
Advanced
Virtual
Resource Pools
Cloud
Comput ing
Sense and respond toworkload requirementsDynamically move
workloads to best-fitinfrastructures
Integrated virtualization
management with ITprocesses
Fully v irtual ized IT with
integrated Servic e
Management
Hands-free operation,
el iminate mundane tasks
and manual processes
and deploy workloads in
minutes
Save time and reduce skil l
level required for wo rkload
provis ioning through pre-
packaged autom ation
templates
Give users the flexibi l i ty to
request and pay for services
they want without the
comp lexi ties of establ ish ing
an IT infrastruc ture
Improv e capacity
ut i l izat ion by as m uch
as 60%, while
reducing the power
and cool ing costs
Low cost through
economies of scaleAlways on
Globally available
Elastic scaling
Pay for use
Self-service with rapidprovisioning
Service catalog
IBM has products services and experience
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IBM Systems & Technology Group Education & Sales Enablement 2010 IBM Corporation
IBM has products, services and experienceto help at each stage of adoption
VMControl Standard
VMControl Enterprise
SAN Volume Controller
BladeCenter virtualfabric switch & OpenFabric Manager
WebSphere VirtualEnterprise
Virtualization optimized
servers
Choice of softwareoptions and hypervisors
Systems Director andVMControl Express
IBM TotalStorage
Productivity Center
Tivoli ProvisioningManager
Tivoli Workload Automationsuite
Tivoli License Compliance
Manager
Tivoli Usage andAccounting Manager
Tivoli Business ServicesManager
Tivoli Service Automation
Manager
IBM CloudBurst
IBM Information Archive
IBM Smart AnalyticsSystem
WebSphere CloudBurst
Appliance
IBM Smart BusinessTest Cloud
IBM Smart BusinessDesktop Cloud
Private test cloudimplementation service
Physical
Consol idat ion
AdvancedVirtual
Resource Pools
Fully v irtual ized IT with
integrated Servic e
Management
Cloud
Comput ing
IBM h hi t f k t l l di i ti
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IBM has a history of marketplace-leading innovation
The first x86 server with a scalable 16 processor design.
The first x86 server with 100 #1 benchmarks.
The first x86 server with hot-swap memory.
The first x86 server to break 1 million tpmC.
Its time for IBM to lead the way yet again
INVESTED
No. 1 market share leader for scalable x86 servers.
17 Consecutive Year of US patent leadership.
In 10 years enterprise x86 server innovation.
Over theyears IBM
has
ENGINEERED
ACHIEVED
A t l t d d t t
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A smarter planet demands smarter systems
Scale quickly and efficiently.
Remove memory bottlenecks.
Maximize utilization.
Are optimized for workloads.
Provide rapid access to data.
Clients need smarter systems that:
Its about more than just the processorits about the system.
The fundamentalengineering ofthe system at theheart ofyoursystemmatters.
The next generation x86 architectures must be able to keep up with the proliferation ofworkloadsand explosion of data of a smarter, more interconnected planet.
System x and BladeCenter Portfolio
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Scale out / distributed computing
x3550 M3
x3650 M3
Clusters, HPC,
Virtual izat ion,
Web 2.0& Cloud
High densi ty
Cluster 1350
x3200 M3
Scaleup/SMPcomp
uting iDataPlex
dx360 M3
x3250 M3
x3400 M3x3500 M3
x3690 X5
Large symmetr ical
mu lt iprocessing (SMP)
x3850 X5
x3755
HS22
HS22V
BladeCenterS, E, H, T, HT
HS12/ 22/ 22VLS22/ 42JS12/ 22/ 23/ 43QS21/ 22
HX5
System x and BladeCenter Portfolio
eX5
x3100 M3AP Only
C h i d t d D t C t S l ti
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Scale out / distributed computing
BladeCenter
x3550
x3650
x3250 M2
x3850 M2
Clusters andvirtualization
High density
Large symmetrical multiprocessing
(SMP)
x3950 M2
Cluster 1350
Comprehensive end-to-end Data Center Solutions
x3400x3500
x3200 M2
Scaleup/SMPcomp
uting
x3755
x3655
x3455 iDataPlex
Scale Up Scalability and performance critical Stress on data delivery features Larger emphasis on server availability
OS/middleware scalability and availabilitysignificant
x3350
x3450
Scale Out Emphasis on hardware
acquisition costs
Availability throughreplication
Power / cooling / floorspace issues
Industry standardcomponents
Management costconsiderations
Cloudand HPC
Virtualized Workloads Scalability and performance
critical
Stress on data deliveryfeatures Larger emphasis on server
availability Flexibility through
virtualization
The Right Innovation
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IBM Systems & Technology Group Education & Sales Enablement 2010 IBM Corporation
The Right Innovation
Building a dynamic infrastructure requires a partnerwith an unparalleled history and dedication to x86 innovation.
OnlyIBM continues to break new ground in the data center year after year.
> First to market with solid state drives, offering greater speed and reliability> First to market with Unified Extensible Firmware Interface (UEFI), the next generation
of BIOS, in the data center
> IBM is a leader in providing cloud computing resources for lease and enabling you to buildyour own cloud computing clusters
> Pressure-sensitive altimeters standard in our rack and iDataPlex new generation servers toincrease your energy efficiency
> Cutting-edge memory management and mainframe-inspired reliability standard in the eX4enterprise servers
> IBM and VMwarea relationship of firsts
First VMware system vendor
First VMware joint development partner First to leverage VMware SDK
First to offer comprehensive support
First to integrate VMware into virtual client solution
> Coming Soon Converged networking technology to reduce costsand power
KNOWLEDGE CHECK
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KNOWLEDGE CHECK
1. What challenges are our clients facing today? How do these challenges affect ITstrategy?
2. How is IBM turning these challenges into opportunities?
3. Why is IBM in the best position to help clients address these challenges?
Refreshing the Entire HV portfolio in 1Q 2010!
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Refreshing the Entire HV portfolio in 1Q 2010!
x3500 M3Business Critical
Tower Server
x3400 M3General Business withEnterprise Features
x3650 M3The Ultimate
Business CriticalServer
x3550 M3General BusinessCompact Server
x3200 M3Entry Value Business Engine
x3250 M3Big Performance at Entry Value
January 5, 2010 Announcement
New lower cost DC Processors Increased Memory UDIMM Support
More NICs (x3200 M3) 6Gb RAID (Optional)
March 16, 2010 AnnouncementLatest Intel 4C & 6C Processors Increased Memory & HDD capacity Supports 6Gb RAID
UDIMM Support Expanded support for redundant power (x3400 M3)
New Options
16GB & LV1.35 DIMMS, UDIMM support
6Gb RAID FusionIO 320GB SSD adapter
Self-encrypting drives
10Gb Ethernet adapter
Digital and analog KVM switches
2.5 600GB SAS HDD
2TB Nearline SAS and SATA HDDs
The New 1 & 2 Socket Rack & Tower Portfolio
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The New 1 & 2 Socket Rack & Tower Portfolio
Performance, efficiency,availability, powerfulmanagement, TCO
Enterprise/MegaData Center
Cost, density, higheravailability, networking,
power, management, TCOAttributes
MissionCritical
Value
Perfor-mance
Server Room / DataCloset
Desk side IT
Performance, efficiency,availability, powerfulmanagement, TCO
Enterprise/MegaData Center
Cost, density, higheravailability, networking,
power, management, TCO
Acquisition cost,security, rugged, easyAttributes
BusinessCritical
EntryValue
GeneralBusiness
Server Room / DataCloset
Desk side IT
WebServing
Virtualization/C
onsolidation
Email CollaborationWeb Serving
Virtualization / Consolidation
Email Collaboration
Web Serving
Virtualization / Consolidation
TopWorkloads
TopWorkloads
x3500 M3
x3650 M3
x3400 M3
x3550 M3
x3200 M3
x3250 M3
Email/Collaboration
Performance, efficiency,availability, powerfulmanagement, TCO
Enterprise/MegaData Center
Cost, density, higheravailability, networking,
power, management, TCOAttributes
MissionCritical
Value
Perfor-mance
Server Room / DataCloset
Desk side IT
Performance, efficiency,availability, powerfulmanagement, TCO
Enterprise/MegaData Center
Cost, density, higheravailability, networking,
power, management, TCO
Acquisition cost,security, rugged, easyAttributes
BusinessCritical
EntryValue
GeneralBusiness
Server Room / DataCloset
Desk side IT
WebServing
Virtualization/C
onsolidation
Email CollaborationWeb Serving
Virtualization / Consolidation
Email Collaboration
Web Serving
Virtualization / Consolidation
TopWorkloads
TopWorkloads
x3500 M3
x3650 M3
x3400 M3
x3550 M3
x3200 M3
x3250 M3
Email/Collaboration
IBM is responding to the needs of todays businesses by delivering newSystem x3650 M3 and x3550 M3 servers with greater performance, valueand lower overall cost of ownership. Businesses who are seeking to gainmore leverage from their IT systems would be wise to consider these newservers from IBM System x, the trusted leader in server technology.
John Spooner, Technology Business Research
+3ptsof
Share
4Q09
1 & 2 socketservers haveMore VMware
licensesthan
any other
Theres a lot of money to be saved on space,cooling and electricity with the IBM solution.
Rene KirkebyCIO Danske Telecom
x3650 M3Leading
Enterprise
SAPServer
10 + 50 Second Elevator Pitch for 1- and 2-Socket Servers
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10 + 50 Second Elevator Pitch for 1- and 2-Socket Servers
Significantly lower your costs & dramatically improve performance while relying on IBMs trusted brand.
Intels new 6-core Xeon 5600 Series processors offer up to 60% performance per watt boost over IntelXeon 5500 processors(1)
Systems use same performance as Xeon 5500 processors at 30% less power(1)
The x3650 M3/x3550 M3 servers offer 15:1 consolidation - up to 50% reduction in operating expense, 3
month ROI(1) compared to legacy servers Our new servers offer 95% lower power and facilities costs(1) compared to legacy servers
The x3650 M3 and x3550 M3 servers have 50% more memory capacity than most recent generationservers to support compute intensive applications(2)
The x3650 M3 and x3550 M3 lower cost and increase flexibility with a 60% increase in local storagecapacity over most recent generation servers. They support 9.6TB and 4.8TB internal storage respectively.
The x3650 M3 and x3550 M3 offer an annual power savings of $100 per server compared to legacy
servers or $50k+ for a typical data center of 500 systems(3) with new energy efficient design. Reduce administration costs up to 35% when running Windows and up to 44% when running Linux withredesigned systems management, including Director, IMM, UEFI, ToolsCenter(3).
Complete 6Gb RAID solutions for increased performance and throughput
2. Use real dollar factoids
IBM, the #1 trusted brand. has significantly enhanced our 1 & 2 socket portfolio with new processors,increased storage, more memory and RAID while delivering industry leading quality, performance,making it easier for you to deploy, manage and service your systems all at an excellent value.
1. You have 10 Seconds to get their attention
We can significantly lower your costs and dramatically improve your performance while relying IBMstrusted brand.
3. What will the customer remember?
Presenting eX5
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The newthinking of x
5th generation portfolio of IBM industry-leading
technology in enterprise x86 computing.
Expansion ofEnterprise X-Architecture toIBM BladeCenter.
2X the memory capability of competitive
offerings resulting in up to 2/3 software costs.
Lowest costs of acquisition and deploymentfor enterprise x86 computing in the industry.
#1 Market share leader in scalable x86 servers
Presenting eX5
Introducing the eX5 Portfolio
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Introducing the eX5 Portfolio
MAX5
eXFlash FlexNode
Maximum memory scalingindependent of processors
Extreme IOPs SSDstorage
Scheduled
provisioning
Two 2-SocketSystems
One 4-SocketSystem
System x3850 X5 IBM BladeCenter HX5BladeCenter HX5 System x3690 X5
eX5 Systems are Built for Enterprise Workloads
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eX5 Systems are Built for Enterprise Workloads
Virtualization / SCON
Unmatched memory capacity for betterworkload density, more reliability/availability
features for confidence consolidatingworkloads, scalability greater than 4-way for
better economies of scale
Database
Greater processor, memory and I/Operformance for larger, faster databases;greater reliability/availability for more
confidence in leveraging the value of x86design, scalability greater than 4-way for pay-
as-you-grow as your business prospers
Enterprise Applications
With high performance, energy-efficient designto lower combined with the reliability and
availability necessary for confidence in runningyour business on x86 servers
10 + 50 Second Elevator Pitch for eX5 Products
http://images.google.com/imgres?imgurl=http://core.ecu.edu/psyc/wuenschk/Images/SAS_logo.jpg&imgrefurl=http://core.ecu.edu/psyc/wuenschk/SAS.htm&h=201&w=381&sz=30&hl=en&start=3&um=1&tbnid=XCmvonXWW7Xe6M:&tbnh=65&tbnw=123&prev=/images?q=SAS+logo&svnum=10&um=1&hl=en&rls=IBMA,IBMA:2006-43,IBMA:enhttp://images.google.com/imgres?imgurl=http://www.aposdle.tugraz.at/var/aposdle/storage/images/media/images/sap_logo/638-2-eng-GB/sap_logo_large.gif&imgrefurl=http://www.aposdle.tugraz.at/partners/sap&h=148&w=300&sz=12&hl=en&start=31&um=1&tbnid=LAQnt-AunpB2DM:&tbnh=57&tbnw=116&prev=/images?q=SAP+logo&start=20&ndsp=20&svnum=10&um=1&hl=en&rls=IBMA,IBMA:2006-43,IBMA:en&sa=Nhttp://images.google.com/imgres?imgurl=http://itsafeature.com/wp-content/uploads/2006/02/Oracle%20Logo%20with%20Clouds.thumbnail.jpg&imgrefurl=http://itsafeature.com/index.php?tag=crm&h=92&w=128&sz=4&hl=en&start=26&um=1&tbnid=6aHEWstipthDQM:&tbnh=65&tbnw=91&prev=/images?q=oracle+logo&start=20&ndsp=20&svnum=10&um=1&hl=en&rls=IBMA,IBMA:2006-43,IBMA:en&sa=Nhttp://images.google.com/imgres?imgurl=http://www.stylusstudio.com/images/database/logo-ibm-db2.gif&imgrefurl=http://www.stylusstudio.com/ibm_db2.html&h=52&w=200&sz=2&hl=en&start=3&um=1&tbnid=rERIW_3mStpQIM:&tbnh=27&tbnw=104&prev=/images?q=DB2++logo&svnum=10&um=1&hl=en&rls=IBMA,IBMA:2006-43,IBMA:enhttp://images.google.com/imgres?imgurl=http://www.alphaeducation.com/graphics/logo_oracle10g_2.gif&imgrefurl=http://www.alphaeducation.com/Courses-OCA.htm&h=278&w=224&sz=31&hl=en&start=1&um=1&tbnid=iviDU_inT0S9SM:&tbnh=114&tbnw=92&prev=/images?q=Oracle+database+logo&svnum=10&um=1&hl=en&rls=IBMA,IBMA:2006-43,IBMA:enhttp://images.google.com/imgres?imgurl=http://www.forsql.com/images/for_sql_logo.jpg&imgrefurl=http://www.forsql.com/privacy.shtml&h=122&w=343&sz=13&hl=en&start=5&um=1&tbnid=_9q7Jf17ksooTM:&tbnh=43&tbnw=120&prev=/images?q=SQL+logo&svnum=10&um=1&hl=en&rls=IBMA,IBMA:2006-43,IBMA:en -
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10 + 50 Second Elevator Pitch for eX5 Products
The new eX5 technology from System x offers up to 3x the performance of todays currentplatform, allows you to save $800K in database storage for your demanding storageenvironments or achieve 50% more virtual machines without increasing software licensingcosts.
2. Use real dollar factoids
Do you have a plan to keep the systems infrastructure that supports your key business
applications up to date? If not, you will:1) suffer from poor application performance, system outages and service disruptions to
clients and
2) pay too much for software
1. You have 10 Seconds to get their attention
IBM has free services that can help you understand what is needed to keep your systemsinfrastructure supporting key business applications up to date this will eliminateunnecessary risk, reduce costs and improve the service you can provide to your clients
Can I schedule some time next week to look specifically at your environment to determinethe recommendations IBM can make?
3. What will the customer remember?
Why is management so important?
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Why is management so important?
Using the right virtualizationtechnologies is a critical success factorin a virtualization or consolidationproject
Management of virtualized systems is a
critical success factor for continuedoperations
> Physical and virtual resources
> Ability for management tools tointeroperate
> Enabling for service management
As a seller, you should care because ofthe platform management stickiness
factor
the days of focusing on physicalsystem management are now gone.
Upper-level management wants greater IToperational efficiencies. CIOs requireresources to be virtualized to increaseresource ut i l ization and sim pl i fy
managem ent, and that data center energy
consum pt ion be reduced.
- Clabby Analytics, March 2009
Growing use of virtualization solutions has
started to slow the rate of growth in physicalserver bases. But large-scalevir tual izat ion creates new s ets of
manageabi l i ty and service qual i ty
challenges.
International Technology Group,September 2008
The Total Systems Management Experience
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The Total Systems Management Experience
Del iver ing inno vat ions through out the systems management stack
Integrated Management Module (IMM) Standards-based hardware which combines
diagnostic and remote control
UEFInext generation BIOS Richer management experience and future-ready
Hardware and
firmware advances
which are standard
across all new
systems
ToolsCenter Consolidated, integrated suite of management tools
with powerful bootable media creator
IBM Service Advisor Customized for eX5 with automatic reporting to IBM
Redesigned system tool
portfolio for single-
system management and
scripting
IBM TivoliUpward integration into Tivoli
Service Management
IBM Systems Director Platform management that is easy and efficient
Management of physical and virtual resources
across heterogeneous systems
IBM Systems platform solution
for System x, BladeCenter,
Power Systems, System z
and storage
IBM Systems Director 6.1.2 can help save 34% in administrative costs.Challenges of Operational Management for Enterprise Server Installations, International Technology Group, 2008
IBM Offers End-to-End Management
ftp://ftp.software.ibm.com/common/ssi/sa/wh/n/xbw03007usen/XBW03007USEN.PDFftp://ftp.software.ibm.com/common/ssi/sa/wh/n/xbw03007usen/XBW03007USEN.PDF -
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IBM Offers End to End Management
Hardware
Other SystemsManagement Software
Automation
Status
Virtualization
Discovery
Update
Remote Access
Core DirectorServices
Configuration
System x & Blade Center
System z
Power Systems
Storage Configuration
Active
Energy
Manager
$$
Image
Manageme
nt
$$
TPMfOSD
$$ $$
Additiona
lPlug-Ins
Additiona
lPlug-Ins
Additiona
lPlug-Ins
Additiona
lPlug-Ins
BOFM
$$
Serv
icean
dSupport
Manager
Additiona
lPlug-Ins
$$
Managed virtualand physicalenvironments
ResourceManagement
Base SystemsDirector Managers
&Hardware
Platform Managers
Enterprise ServiceManagement
AdvancedManagers
&Priced Plug-Ins
IBM and non-IBMhardware
Generate Revenue with Systems Software
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Generate Revenue with Systems Software
IBM Virtual Media Key (VMK)The options takes the Integrated Management Module to the next level, by providing full remote control ofyour System x servers. The IBM Virtual Media Keys allow administrators to fully manage servers remotelyregardless of server or operating system condition.
> Remote control to manage, monitor, and troubleshoot from any corner of the world> Ability to manage the server even when it is turned off
Active Energy Manager (AEM)Provides a single view of the actual energy usage across the systems and facilities within customers datacenter. It measures, monitors, and manages the energy and thermal components built into IBM systemsenabling a cross-platform management solution.
> Monitor and measure server energy usage and activity> Control system power states and modes of operation
> Energy thresholding: set power or temperature threshold to cause notification or action
> Soft power capping to set a power cap lower than a value that can be guaranteed
BladeCenter Open Fabric Manager (BOFM)
Designed to help customers manage growth and complexity by making it easy to manage I/O and networkinterconnects for up to 100 BladeCenter chassis, or up to 1400 blade servers.
> Advanced Management Module based firmware
> Optional Advanced Upgrade: standalone utility or Systems Director plug-in
I/O Address assignment plus policy based automation
Creates blade failover pools with Event Action Plans
Provides I/O parameter and VLAN migration in case of failover
IBM business know-how and technology expertise helps
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gy p pyou leverage technology for your business advantage . . .
IBM Business
Partners, System s
Integrators (SIs) andIndependent so f tware
vend ors (ISVs) IBM Research
IBM Global
Financing
IBM Software
Group
Global Technolog y
Services(GTS),Global Business
Services (GBS), and
Techn ical Servic es
Indus try Innovat ion
Centers
. . . our innovation can help enable your clients innovation.
IBM Worldwide Client Centers
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Skilled professionals applying IBM and partner technologies to solve realcustomer problems
> Worldwide supportcenters for thoughtleadership and expertise
> Decades of experienceharnessing newtechnologies formainstream business
PlannedActive
IBM Cloud
Computin g Centers
Seattle, WA
San Jose, CAUS, East Coast
Dublin,Ireland
So Paulo,Brazil
South Africa
Middle East
Bangalore,India
Hanoi, Vietnam
Wuxi, China
Seoul, S Korea
Tokyo, JapanBeijing, China
Silicon Valley Lab
Tucson
Austin
DallasRochester
Guadalajara
PoughkeepsieNYCGaithersburgRaleigh
GreenockLondon
Montpellier
Mainz
Boeblingen
Singapore
Sydney
Tokyo / Makuhari
IBM Worldwide
Client Centers
WW Execut ive
Brief ing CentersWW Design
Centers
WW Benchmark
POC Centers
High
Availabil i ty
Center of
Competency
Industry
Solut ion
Centers
Business
Partner
Innovation
Centers
New Enterprise
Data Center
Leadership
Centers
New Enterpr ise Data Center
Leadership Centers
Available Planned1Q 2009
IBM is Working with Clients to Evolve their Data Center
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g
Consolidated & virtualized 89 standalone servers to 5System x servers and one IBM BladeCenterenabling anew appl icat ion to be deployed inminu tes rather than weeks
Virtual izat ion enables IT simpli f icat ion and
qu ick Return o n Investment (ROI)
AISO.net:http://www.ibm.com/news/us/en/2007/06/2007_06_18.htmlSt. Helens Council:http://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-78BJXB?OpenDocument&Site=default&cty=en_us Bryant University:http://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-75TE3X?OpenDocument&Site=default&cty=en_us
AISO.net60 percent reduct ion in power and cool ingcoststhrough virtualization-based data centerconsolidation
St. HelensCouncil
BryantUniversity
Implemented an IBM Scalable Modular Data Center
solution yielding 40 to 50 percent reduc tion inf loorspace; estimated30 percent m ore eff ic ient inpower and coo l ing
IBM ServicePac for Essential Support
http://www.ibm.com/news/us/en/2007/06/2007_06_18.htmlhttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-78BJXB?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-75TE3X?OpenDocument&Site=default&cty=en_ushttp://en.wikipedia.org/wiki/Image:Her_Majesty%27s_Government_Coat_of_Arms.svghttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-75TE3X?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-75TE3X?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-75TE3X?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-75TE3X?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-75TE3X?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-78BJXB?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-78BJXB?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-78BJXB?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-78BJXB?OpenDocument&Site=default&cty=en_ushttp://www-01.ibm.com/software/success/cssdb.nsf/CS/STRD-78BJXB?OpenDocument&Site=default&cty=en_ushttp://www.ibm.com/news/us/en/2007/06/2007_06_18.html -
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ppfor System x and BladeCenter
Features
> Single comprehensive service and price
> Unlimited calls and callers
> Software and Hardware usage support
> Hardware repair
Benefits
> Minimizes the lost productivity caused bysystem downtime with fast, convenientexchange and repair services
> Frees up internal IT resources to focus on
driving core business> Supports mission-critical operations with
round-the-clock maintenance services
> Controls maintenance expenses with fixed-price services
> Ensures peak operation of existing equipment
MTP03067-USEN-00
Why IBM?
Round-the-clock service every day, including IBM holidays
A packaged, part-numbered service that is easy to buy, sell and activate
Provides a single source for your IBM System x and IBM BladeCenterhardware and software support needs
Best practices
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p
> Pay only for what you need today pay as you grow
>Always think about growth can your server scale?> Workloads grow, so look for performance plan
ahead
> Running your business means making sure yourbusiness can run
> Leading availability features great RAS attributes> Partnerships willingness to play well with others
> Innovation choose someone who is driving themarket
> Virtualization is important start working with it today
Maximize memory, minimize cost, simplify deployment
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New think ingforthe next generation of x86 systems
Smarter Systems fo r a Smarter Planet
y, , p y p y
Why IBM?
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y
> Technology leadership
> Decades of worldwide business experience
> 50 years of solving complex IT issues around theworld
>Ability to see and address the entire scope of theproblem
> More US patents than any other company for the15th consecutive year
> More than 3,000 US patents in a single year sixtimes
> $6B annual investment in R&D on innovations for
future growth Environmental responsibility and leaderin go green movement
Moving forward
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g
> Understand the changing businessprioritiesand how new technologies
are enabling business model innovation
> Understand where your clients aretodayand move quickly to capitalizeon new technology-enabled innovation or
risk commoditization
> Identify and tackle core IT issues thatare inhibiting your clients ability to move
forward
> Layout a holistic transformationroadmap
KNOWLEDGE CHECK
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1. How can you differentiate IBM System x and BladeCenter from thecompetition?
2. What is the value proposition for IBM Systems? How does the System x andBladeCenter value proposition support this?
3. What are the advantages of engaging Team IBM?
Review
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> The changing global marketplace impacts your clients IT strategy
> IBM is focused on providing solutions that giveour clients business advantage, not just feedsand speeds.
> Innovative and forward thinking
> Providing a broad and powerful server portfolio
High Volume
Enterprise
BladeCenter
iDataPlex
Systems Management
> Excellent team of sales representativesthat are focused on the unique needs of
each client!
Q1. Which of the following factors caused a major shift in the x86 server environment?
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A1. Processor frequency growth has surpassed what was expected based on Moore's Law.
A2. Multi-core processors improve system performance
A3. The multi-core trend has resulted in rapid growth of memory, I/O capacity of the server and the threadingcapabilities of many applications.
A4. Memory is challenged to keep pace with CPU cores
Correct Answer: Memory is challenged to keep pace with CPU cores
Q2. Clients with enterprise workloads face which of the following 3 primary challenges? Select the best answer.
A1. Memory capacity, operational expenses, greater flexibility
A2. Memory capacity, do more with the resources they have, simplify
A3. Greater server utilization, energy and management expenses, optimize performanceA4. Reduce costs, more virtual machines, buy what they need when they need it.
Correct Answer: Memory capacity, do more with the resources they have, simplify
Q3. What sets eX5 systems apart from competitive servers that use the same processors and the same DDR3 DIMMS?
A1. IBM has a legacy that spans the globe and sets us apart from others.
A2. eX5 technology allows clients to easily add additional processors to meet the need for demanding applications
A3. We decoupled the number of DIMMS from the number of processors, using a unprecedented amount ofconfiguration flexibility
A4. With the eX5 external memory chassis, MAX5, clients can take advantage of huge quantities of memory forvirtualization and memory-hungry applicationse.
Correct Answer: With the eX5 external memory chassis, MAX5, clients can take advantage of huge quantitiesof memory for virtualization and memory-hungry applicationse.
Q4. With the eX5 external memory chassis, MAX5 (which is available for all 3 eX5 form factors),clients will take advantage of ?
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clients will take advantage of _______?
A1. huge quantities of memory for virtualization and memory-hungry applications.
A2. huge cost savings.
A3. expanded CPU capacity.
A4. system memory and cpu capacity.
Correct Answer: huge quantities of memory for virtualization and memory-hungryapplications.
Q5. What is the eX5 Value Proposition?
A1. maximize memory,consolidate and go green.
A2. maximize memory, improve TCO and consolidate.
A3. maximize memory, improve TCO and simplified management.
A4. maximize memory, minimize cost and simplify deployment.
Correct Answer: maximize memory, minimize cost and simplify deployment.
Q6 The new new eX5 architecture has many technology advances benefitting your customers
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Q6. The new new eX5 architecture has many technology advances benefitting your customers.What is the eX5 value proposition?
A1. Maximixe Memory,New Technology,Simplify Resources.
A2. Maximize Memory,Enhanced Technology, Simplify Hardware.
A3. Maximize Memory, Minimize Cost, Simplify Deployment.A4. Maximixe Memory,Latest Technology,Simplify Resources
Correct Answer: Maximize Memory, Minimize Cost, Simplify Deployment.
Q7. Of the following which System x and BladeCenter servers are built on eX5 Architecture?Choose all that apply.
A1. HS22V
A2. HX5
A3. 3850x5
A4. All the Above
A5. None of the above
Correct Answer: HX5, 3850x5
Q8. How do the new System x enterprise Rack and Tower servers lower Total Cost of Ownership?
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y p p
A1. 25% lower annual energy costs, over 6x more performance per server and 93% FloorSpace Reduction.
A2. 50% lower annual energy costs, over 12x more performance per server and 93% FloorSpace Reduction.
A3. 75% lower monthly energy costs, over 8x more performance per server and 93% FloorSpace Reduction.
A4. 75% lower monthly energy costs, over 12x more performance per server and 93% FloorSpace Reduction
Correct Answer: 50% lower annual energy costs, over 12x more performance per server and
93% Floor Space Reduction.
Q9. In this presentation is was stated that; The transformation to smarter solutions will require smartersystems that ________?
A1. Scale quickly and lower utilization
A2. Scale quickly and reduce noiseA3. Scale quickly with low workload performance
A4. Scale quickly and efficiently
Correct Answer: Scale quickly and efficiently
Q10. Which of the following are our new 1 and 2 socket offerings?
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Q10. Which of the following are our new 1 and 2 socket offerings?
A1. 3400M3, 3500M3, 3550M3, 3650M3
A2. 3850X5.3960X5,HS22,HS22V
A3. 3200M3,3250M3,3350,3400
A4. 3350M3,3630m3,3620M3,375
Correct Answer: 3400M3, 3500M3, 3550M3, 3650M3
Q11 Compelling reasons to act generally fall into these three areas:
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Q11. Compelling reasons to act generally fall into these three areas:
A1. Datacenter, workload, platform
A2. IT, financial, business value
A3. TCO, ROI, processing power
A4. Capital expenses, operating expenses, TCO
Correct Answer: IT, financial, business value
Q12. The four steps to developing the customer story include (1) preparation - what is the reason we are calling on thecustomer; (2) setting up the customer visit/call - the value proposition; (3) saving money - direct and TCO savings; and (4)is the "final blow" -- _________________.
A1. printed consolidation tool results to show real dollar savings
A2. Have an offer ready to support your claims
A3. Be different from the competition, offer to help the customer
A4. Discuss technology in terms of business benefits
Correct Answer: Be different from the competition, offer to help the customer
Q13. Which of the following elements should be included in your 60-second elevator pitch to make a good first
impression of eX5 systems?A1. Potential impact on business strategy
A2. IT challenges for enterprise workloads
A3. Opportunity for innovation
A4. Real dollar savings and performance information example
Correct Answer: Real dollar savings and performance information example
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Q14. Comparing the consolidation study data from 2006 and 2009, there was a clear understanding of theworkload growth patterns, particularly with CPU utilization and Memory Usage. As discussed in thispresentation, what was determine by this study?
A1. That Memory Usage is the primary bottleneck to even higher virtualization consolidation ratios.
A2. That memory capacity, not CPU utilization, is a primary bottleneck to even higher virtualizationconsolidation ratios.
A3. That lack of technology advancements, not CPU utilization, is a primary bottleneck to evenhigher virtualization consolidation ratios.r is a primary bottleneck to even higher virtualization consolidationratios.
A4. That CPU utilization ,not memory capacity , is a primary bottleneck to even higher virtualization
consolidation ratios.
Correct Answer: That memory capacity, not CPU utilization, is a primary bottleneck to evenhigher virtualization consolidation ratios.
Q15. As discussed in this presentation; IBM System x servers, combined with the MAX5 memory expansiondrawer, are designed to ____________?
A1. meet the demand for server consolidation.
A2. meet the growing memory capacity demands for virtualization servers.
A3. meet the growing CPU demands for virtualization servers.
A4. create valuable servers at an affordable price.
Correct Answer: meet the growing memory capacity demands for virtualization servers