how to sell versastack - cisco.com · impact – do more with less ... this presentation contains...

This presentation contains materials that are either copyright © 2014 IBM Corporation or copyright © 2014 Cisco Systems, Inc. All rights reserved. 1

How to Sell VersaStackTM A new chapter in the Cisco and IBM relationship

In collaboration with Intel®

August, 2015

Kent Hixson – VersaStack BDM – Global DC Solution Sales

Bob Condon – IBM WW Sales Leader, Storwize and VersaStack


VersaStack Webinar Series

How to Compete from a Storage Perspective (Aug 20/21)

How to Create Demand (Aug 27/28)

How to Win with the Line of Business (Sep 10/11)

How to Integrate VersaStack (Sep 17/18)

VersaStack Success (Sep 24/25)

6 Sessions


Unlock the Opportunity

2/3 of all Enterprise Storage will be acquired with Integrated Infrastructure

IBM Partners and Sellers

IBM offers the best opportunity to grow your business

Cisco Partners and Sellers


The Accolades Drum Beat Continues On…

*Source: IDC, 2014

Solutions Providers Recognize IBM as a Best-in-Class Channel Provider of Enterprise Network Storage

IBM Ranked #1

2015 IDC Software

Defined Storage Platforms*

IBM FlashSystem

2015 #1 All Flash

InfiniBand Array

IBM FlashSystem LEADER 2015 Gartner Magic

Quadrant – Solid State

Arrays


Elevator Pitch

Improve Management Efficiency

Management Costs

61% Reduced

Improved Performance

3x’s

Optimization

50%+ Data Provisioning Times

84% Reduced

Deploy Applications Faster & with Less Risk

GUARANTEED


Traditional Data Center Infrastructure Challenges

6

Complex Takes time

Inefficient Consumes Resources

Restrictive Not adaptable

22% Server Utilization

50% Storage Utilization

1According to IDG research, 2Gartner—Cisco IT. 2“Data Center Cost Portfolio”. 3Gartner - Reduce Costs and Extend the Life of Data Centers Using Server Refresh, March 2014. 4IBM Storage Infrastructure Optimization Studies

1 2

3 4


What is “Integrated Infrastructure”?

According to IDC, Integrated Infrastructure is a “pre-integrated, vendor-certified systems containing server hardware, disk storage systems, networking equipment, and basic element/systems management software.”

Why use “Integrated Infrastructure”?

Costs

Efficiency Performance

Agility

Scalability Simplification

Reduced TCO and DC footprint

Reduced maintenance costs

Standardized processes

Faster provisioning and deployment

Streamlined day to day maintenance

Refocus staff on value add activity

Centralized management

Ease of deployment

Standard, validated configurations

Quicker provisioning

Rapid deployment

Dynamic infrastructure

Greater infrastructure elasticity

Pooled resources across the business

Increased availability

Faster time to market


Why Cisco and IBM

Delivering innovation that matters

Global companies with leadership

based on industry standards

History of Collaboration 25,000 shared

customers

Common Partner Ecosystem

Resellers are fundamental to businesses

#1 Networking

#1 x86 Blades

Americas

Fastest growing x86 Blade Server UCS

World Class

Storage Products

#1 in Software Defined

Storage

#1 in Flash Storage


Solution Scope and Definition Defines system level functional and performance requirements

for the solution

Solution Architecture Defines the infrastructure

design as well as the hardware and software required to

achieve the solution goals

Comprehensively Tested Built following best practices and evaluated to ensure functionality, scale and performance

Design & Deployment Guidance A framework incorporating a broad set of solutions, technologies, and applications Solution

Requirements

Technical Requirements Validation

Cisco Validated Design

Easily Deploy New Systems With Expert Guidance Consistent, Successful Technology Deployments Addressing Business Initiatives

Cisco Validated Design Process

9


VersaStack Components

Time to Value Reduced CapEx and OpEx.

Scalable compute & storage with Investment Protection Simple and comprehensive management

Hypervisor

Management

IBM Storwize V7000

Cisco Nexus & MDS

Cisco UCS Servers

Easy

Efficient

Versatile

Cisco Switches Standalone/ACI

Ethernet/Fiber-Channel

IBM V7000 Gen 2 All storage types RealTime compression

Storage tiering

Cisco UCS Unified Fabric

Stateless Servers Single pane management


Cisco is a Leader in Integrated Infrastructure

11

Cisco UCS Modular Stateless Computing and Application Acceleration

Cisco Nexus & MDS Scalable, Secure Network Fabric

UCS Director Policy-based Resource Management

Accelerate application performance with Cisco UCS servers and 94 world-record benchmarks.

Reduce provisioning times by 86% with service profiles.

Cisco UCS Integrated Infrastructure

Unified fabric helps reduce cabling by 77%. Lower networking TCO by 75% with Nexus switches and Cisco

ACI.

Reduce time to provision virtual machines from weeks to minutes and support 50% more customers without increasing

IT staff.


Cisco UCS Director - Infrastructure Automation is Key

Single point of management

Dramatically streamlines delivery of data center infrastructure

Reduces steps to provision new infrastructure by 88.4%1

IT silos migrate to unified provisioning & management

Delivers consistency & speed to business

Subject Matter Experts Define Policies

VI SME

Storage SME

Server SME

Network SME

Application Profile

Virtualization Policy

Server Policy

Network Policy

Storage Policy


IBM Storwize Leader in All Flash & Hybrid

Flash Optimized Storage for Integrated Infrastructure

RealTime Compression

EasyTIER

Storage Virtualization

Up to 5x’s Data Center Compression with no performance impact – Do More with Less

Virtualize up to 300 Multi-Vendor storage platforms increasing utilization and improving ROI

Data Center data tiering in combination with Virtualization based on application data patterns - Intelligent, Automatic, Self-

Adapting


VersaStack

Increased Efficiency and Performance while Lowering Costs

Efficiency Less resource, reduced time to market

Performance Increased performance, improved

capacity

Costs Scalable infrastructure, lower costs

Automation means fewer touch points across server/storage/ network - which deliver improved efficiency and speed of deployment

UCS Director policy-based management can increase IT staff productivity by up to 50%.

Use of UCS service-profiles can achieve an 86% reduction in provisioning times

Storage optimization using EasyTIER analytics based data placement to increase performance & reduced operational intervention

Improve storage performance up to 3X using only 5% as flash and limiting large scale investment in flash storage

Maximize CPU utilization with Flash Optimized storage

Accelerate application performance with UCS servers and 94 world-record benchmarks

Maximize network utilization with Storwize accelerated replication for a 3X improvement

VersaStack delivers upto 52% lower CapEx, 53% lower TCO

RealTime compression reduces 50%+ storage capacity with IBM backed guarantee on any storage

Lower networking TCO by 75% with Nexus switches, policy based management and reduced cabling

UCS scalable to 40 Chassis and 320 Blades, Storwize scalable to 1056 disks – delivering unmatched growth


Use Cases and Value

Healthcare Reporting, claims processing offered as a service

Oracle

50% faster

online transactions

IT Services Environmentals, batch processing

Oracle

40x faster batch

88% power

reduction

Retail Tiered storage, compression

Oracle

75% Oracle compression rate

eCommerce Peak period performance

IBM WebSphere

1200% application performance increase

Telecom Call center, billing

Oracle RAC

45x faster access to billing data

Manufacturing Response time, batch processing

SAP

7x faster SAP batch

Online services

IBM WebSphere, Oracle

50% increase in web traffic supported

eCommerce


Powering Intelligent Storage with Intel® Xeon®

• Thin provisioning

• Data compression

• Scalability

• Distributed erasure codes

• RAID acceleration

• Integrated data integrity features

• Rich analytics

• Seamless data federation

More Efficient Storage

Smarter Data Protection

Faster Analytics & Data Placement


Alternative Support Option (Partner led) Customer calls the partner first.

Partner delivers Solution Support and resolves Level 1 and 2 product support issues.

Partner escalates for L3 product issues with Cisco, IBM or others.

Preferred Support Option (Cisco led) Entitled Customer or Channel Partner calls Cisco for all support issues.

Cisco engages product support teams as needed to resolve all support issues.

VersaStack Support – Coordinated Model

Product-level Support

Entitled Customer

or Channel Partner

Cisco

IBM, VMWare & Others

Product-level Support

Cisco Data Center Solution

Support for Critical

Infrastructure Service Delivery

team

Solution Support Contract

Coordinate

Coordinate


VersaStack – IBM and Cisco Resources

www.cisco.com/go/versastack and www.ibm.com/versastack

[email protected] and [email protected]

CVD: VersaStack for Data Center with Direct Attach Storage: http://www.cisco.com/c/dam/en/us/td/docs/unified_computing/ucs/UCS_CVDs/Versastack_n9k_vmw55_directattach.pdf VersaStack for Data Center (FC MDS Attach): http://www.cisco.com/c/dam/en/us/td/docs/unified_computing/ucs/UCS_CVDs/Versastack_n9k_vmw55.pdf VersaStack for Data Center Scale Out (Clustered V7000s): http://www.cisco.com/c/dam/en/us/td/docs/unified_computing/ucs/UCS_CVDs/Versastack_n9k_vmw55.pdf VersaStack for Data Center with UCS Director: http://www.cisco.com/c/en/us/td/docs/unified_computing/ucs/UCS_CVDs/Versastack_n9k_vmw55_ucsd.html VersaStack for Data Center Design Guide: http://www.cisco.com/c/dam/en/us/td/docs/unified_computing/ucs/UCS_CVDs/Versastack_design.pdf

SAP HANA via TDI:

https://buildprice.cisco.com/solutions/saphana/ibm

http://www.cisco.com/go/versastack

http://www.ibm.com/versastack


Conclusion

Integrated Infrastructure

> Accelerates Application Deployment

> Reduces Risk

> Lowest Cost

VersaStack is differentiated by UCS, the Storwize family, IBM applications and market reach

Easy Efficient Versatile

.


Call to Action – Cisco and IBM

Unlock Opportunities - communicate and work with your counterpart

Develop a solution sales approach for workloads / business requirements

Engage your customer, prospects and business partners

2 opportunities per counterpart team

Call to Action – Partners

Cisco and IBM are meeting – now is the time to engage with counterparts

Develop a solution sales & services message for workloads

Leverage VersaStack collateral & material


Sales Questions

[email protected]

Cisco – Kent Hixson [email protected]

IBM – Jack Danehy [email protected]

mailto:[email protected]





Thank You

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