© 2007 IBM Corporation Storage Sales Academy August, 2007 IBM Software Solution Selling Strategies.

© 2007 IBM Corporation

Storage Sales Academy

August, 2007

IBM Software

Solution Selling Strategies

2© 2007 IBM Corporation


IBM Software

At the conclusion of this session, participants should be able to:► Identify target accounts that provide the highest odds of sales

success.

► Explain who to talk to at target accounts and what qualification questions to ask.

► Understand engagement models to use to advance and grow the solution sale.

► Know what resources are available to help.

Session Objectives



IBM Software

Identifying Target Accounts



IBM Software

The Market Opportunity Is Great – People Are Buying 2007 market for e-mail software = $2.8 Billion

► IBM + Microsoft share = $2.5 Billion (42% and 50% respectively)

► Microsoft Exchange Server growing 14.1% for 2006

► IBM Lotus Notes growing 10.5% for 2006

2007 market for e-mail archiving software = $404 Million

► Growing 36.7% Compound Annual Growth Rate through 2010

► US growth expected to be slightly higher than overall market growth

► SMB growth expected to be slightly higher than overall market growth

► 15% of the total market is companies sized 100-199 employees

$ Millions 2006 2007 2008 2009 2010 CAGR

E-mail Market Market2,503.

02,777.

7 3,082.7 3,421.0 3,796.6 11.0%

E-mail Archiving Software Market 263.9 404.2 576.9 758.7 921.0 36.7%

E-mail Archiving Software Growth 53.2% 42.7% 31.5% 21.2%

NOTE: All numbers are $M. Preliminary market estimates from a combination of Industry Analysts and IBM.



IBM Software

Historically 63% through VAD/VAR Channels in the Americas

IBM Direct Share and Channel ShareCommonStore – 2004-2006

63.2%36.8% AG Total

53.2%46.8%CSX

67.2%32.8%CSLDAG

VAD/VARDirect

Legend:

AG = Americas Group

CSLD = CommonStore for Lotus Domino

CSX = CommonStore for Exchange



IBM Software

Mounting regulatory pressure and risk of non-compliance► High penalties and brand damage► Managing regulations ► Ensuring e-mail authenticity

Increasing risk and cost of litigation ► Frivolous and legitimate lawsuits► E-mail is in 75% of corporate

litigation and is not easily searchable

► Exposure, keeping data too long Inability to extract content value and

link to process improvement

Rising storage and management costs► Exploding e-mail / data volumes

► Backup and recovery windows

Reduced user productivity► Slow system response times► Time spent archiving► Time spent searching for

information

Managing information in silos ► Inability to integrate information

into enterprise content management strategy

Customer Issues To Look For….



IBM Software

Customer Environment To Look For…. IBM Strengths

► #1 as an ECM vendor. We win when we sell email archiving as part of an ECM vision

► Integrated Records Management and Business Process Management

► Preload is bundled hw+sw solution – no other vendor has this (not even EMC)

► Strong install base and functionality for Domino – we have #1 market share position for email archiving in Domino

► Only major vendor with GroupWise support

IBM Weaknesses

► Less Exchange references and installs than competitors who have been in market with Exchange for a long period of time

► #4 or #5 in market share in email archiving



IBM Software

IBM Customer (Products Installed)

► Lotus Domino (Notes)

► Content Manager

► IBM server

► IBM storage

Messaging System:

GroupWise

More Likely Prospect Less Likely Prospect

Customer Environment To Look For….


► MS Exchange

► Content Manager

► IBM server

► IBM storage


► GroupWise

► Filenet

► IBM server

► IBM storage

Etc.

Etc.

Etc.



IBM Software

Customer Industries To Look For….

► Tier 1:

● Insurance (includes Broker/Dealers), Financial Services, Securities & Mutual Fund Brokers, Healthcare, Legal (large law firms), Government (including State and Local)

► Tier 2:

● Pharma, Telecommunications/Media, Service Providers, Education, Regulated Utilities

► Tier 3:

● Non-profits, Retail, Wholesale, Manufacturing, High Tech (medical devices), Transportation, Consumer Goods



IBM Software

The Best Target – The “Perfect Storm”

► Is in Tier 1:● Insurance (includes Broker/Dealers), Financial Services, Securities &

Mutual Fund Brokers, Healthcare, Legal (large law firms), Government (including State and Local)

► Is an IBM Customer (Products Installed)● Lotus Domino (Notes)● Content Manager● IBM server and storage

► Have Business and/or IT Issues● Mounting regulatory pressure and risk of non-compliance● Increasing risk and cost of litigation ● Rising storage and management costs● Reduced user productivity● Managing information in silos



IBM Software

Who Do I Talk To / What Might I Ask To Qualify?



IBM Software

What Are E-mail Archiving Buyers Saying?

CEO/President/Line of Business Executive:

► “My employees don’t have the time to think about which e-mails should

be saved and which should be destroyed. We need a standard policy”

► “There are a lot of e-mails that are customer service related that we never see or know about because we are not included in the distribution. It would be great if we could do a search on a repository for specific words, terms or names to research the e-mails our customers are sending”

► “We need to be prepared to handle potential litigation….we need to do a risk assessment of our various lines-of-business”

Corporate Attorneys:

► “We must treat e-mail like any other business document – protect it, control it, retain it. Our users currently can erase anything they want to. This has to stop!“

► “In fact, IT has automated deletion programs and they are deleting important e-mail concerning commitments our employees have made.”



IBM Software

What Are E-mail Archiving Buyers Saying?

CIOs and IT Directors/Managers:

► “I think it is ridiculous that we have so much redundant information being stored in our email system. People send the same email and attachments to multiple people and we store the same information multiple times”

► “The business units are all over me about the restrictions we impose to keep mail box sizes down”

E-mail and Storage Administrators:

► “My e-mail users are complaining about poor response time”

► “I need to keep adding more and more disk storage because of the explosive growth in e-mail volume and large attachments. Backups and restores take too long. It’s a challenge to keep control of our e-mail system”

► “Retrieving old e-mails from backup tape storage for litigation cases is costly and time consuming”



IBM Software

Take A New Approach….Talk To Someone New- Outside of IT

CEO/President/Owner

Line of Business Executive

Corporate Legal Council

Corporate Compliance Officer

Corporate Risk Manager

Corporate Records Manager

But what do I say?



IBM Software

Remember The Email Marketplace Material?

The courts will view the following as “BAD” =

1. NOT having a Records Management Program

2. NOT having a consistent deployed Records Management Program

According to Osterman Research:► Nearly three out of four enterprises have faced a requirement during the

past three years to search through backup tapes to recover old e-mails.

International Data Corp. research:► Worldwide e-mail archiving application revenue is expected to grow

dramatically from 2006 through 2010.

► eDiscovery is the main driver behind the 37% compound annual growth rate in e-mail archiving applications revenue through 2010.

► The top three concerns of compliance officers are:

● E-mail archiving● Document management● Data security



IBM Software

Questions You Might Ask Include Are you knowledgeable of the archiving and data retention policies and practices

being used within the technology environment of your organization? Are the IT policies and practices linked with and sanctioned by the corporate governance process?

Do you have a standard process for fulfilling discovery requests in legal proceedings? Does it include Electronically Stored Information (ESI)?

Assuming you have had to produce ESI in the past, are there any parts of the process that you believe may have introduced risk that could be mitigated through improvements? What areas / activities of the process would you want improve?

Would you like to learn how to reduce exposure and risk (typically due to lack of preparedness), which could result in fines, potential loss of law suits and exorbitant costs with the discovery process during legal proceedings?

Would you like to find out how to prepare your organization to identify and preserve “sources” of discoverable content which may be “identified” under legal discovery?

Would you like to learn how electronic records management policies and procedures will help your organization identify and produce relevant information to reduce your risk and discovery costs?

Are you concerned about cost of discovery regarding your company records in the event you are sued?

How quickly could you locate a critical business document for a legal purpose?

Are you paying for storage for documents you may not legally need anymore?



IBM Software

Make An Approach Within IT…The Comfort Zone

CIO

IT Director/Manager

Storage Manager

E-mail Administrator

But what do I say?



IBM Software

Questions You Could Ask Within IT Do you know what information and documents need to be kept, for

how long, for which compliance or legal reasons and what can be destroyed?

Can you electronically locate critical business information, documents, email, attachments and messages?

Are your critical business docs, email, attachments and records available electronically for auditors to review?

Did you know the CEO & top executives at your organization can be personally liable for adequate record keeping?

If you company was sued, could you easily locate critical business documents?

Do you know how you can leverage your information to gain greater value?

Ask questions about their IT environment for qualification.



IBM Software

Even More E-Mail Conversation Starters What is your biggest challenge with e-mail?

Can you effectively leverage the knowledge buried in e-mail?

Can you link e-mail into your business processes? How rapidly is your e-mail growing?

How are you responding to the growing amount of e-mail storage?► How much are your storage costs increasing?

► How often does your e-mail system go down? Do users see performance issues?

► What are your e-mail backup/restore challenges?

► How do you impose mailbox size limits? Do you delete e-mail after a period of time?

► How are your employees getting around these restrictions to get their work done?

Are you capturing and retaining e-mail for compliance and legal support?► If you had to produce e-mail as evidence for an audit or lawsuit, how would you go about finding the relevant e-mail, and how

long would that take?

► How would you search through e-mail backup tapes or employee PCs?

► How would you demonstrate e-mail authenticity for a lawsuit?

► How would you prevent e-mail from being deleted or edited?



IBM Software

Elevator “Pitch” for E-mail Archiving

“Do you use Domino or Exchange or GroupWise for e-mail?

Are you struggling with operational issues such as mailbox management, escalating storage costs, resources necessary for e-mail backup and restore or business issues such as regulatory compliance and litigation support regarding e-mail?

We have a solution that can help with these issues. Would you like to learn more?”



IBM Software

Sales Engagement Models



IBM Software

Engagement Model – IBM Direct Rep.

Talk with customer and qualify the opportunity.► See previous section for suggestions.

Register the opportunity.► Note to [email protected].

● Request/Complete/Submit the Storage Registration Form● Incentive bonus available (IBM storage reps.) when closed.

Engage ECM resource to drive SW sale.► [email protected] will help find local ECM resource.

● IBM Direct ECM rep.● Qualified Reseller.

Combine with hardware for complete solution.► IBM IR3000 or other appropriate alternatives.



IBM Software

Engagement Model – Partner / Reseller

Talk with customer and qualify the opportunity.► See previous section for suggestions.

Inform IBM Direct team about opportunity.► IBM rep. can register the opportunity.

► Determine resources needed to drive and close deal.

Partner takes the deal to closure… BAU► Assumes solution skills are all in place (hw/sw/sv).

► Utilize Solution Builder Express program (next presentation).● Email archive software pre-load and IR3000 recommended for SMB.

Partner teams with hardware reseller, takes to closure… BAU► Assumes “lead” partner has software solution skills only.

Partner teams with software reseller, takes to closure… BAU► Assumes “lead” partner has hardware solution skills only.

IBM Software Group | DB2 Information Management Software

24

Solution Builder Express for E-mail Archiving

Solution Overview

Solution concepts & business value

Solution architecture

Recommended SW, HW, tools

Helps you understand solution concepts, business value, and system architecture considerations

Demo Toolkit

Customizable presentation with

solution benefits & overview

Video clips of the solution

How-to document to assist with using &

customizing the assets

Provides customizable demonstration assets to help you sell the solution

Solution Planning Guide

Skills required to implementthe solution

Assumptions & task list with time estimates to plan

services engagement

Helps you identify skill requirements and plan your customer engagement

Task descriptions& best practices

Skill 1 Skill 2 Skill 3 ….

Implementation Guide

Implementation checklists

Instructions & tips for solution

installation

Customization information

Use cases for demo & education

Structured learning opportunity showing how to quickly set up an instance of the solution and important techniques to develop and deploy a custom solution

Sample code, data, scripts

All assets are available at no charge to all BP Partnerworld members at:

http://www.ibm.com/partnerworld/solutionsbuilder

Illustrates an Email Archive solution for Domino messaging or Microsoft Exchange environments. Covers full implementation steps and examples, including differentiation of e-mail technologies, repositories and the various archive options, and strategies for migration from an entry level compliance solution to records management..



IBM Software

Growing The Sale



IBM Software

IBM Enterprise Content Management (ECM)- Importance to System Storage Sales

IBM ECM drives significant storage growth:► E-mail archiving: typically 5-50TB in year 1► Imaging Systems: 15 TO 200TB over more than 10 years► Report Management / COLD: 1GB to 1TB per month

IBM ECM counterparts can bring you into deals you might not know about:► $50M+ in 3Q archive opportunity that will require storage

Effectively compete against an EMC solution: Centera / Documentum / Legato.

Your ECM teammate can address your client inquiries about e-mail archiving, eDiscovery, Federal Rules of Civil Procedure, compliance, records management, imaging etc.



IBM Software

Storage is a critical core infrastructure for ECM. Key to:► Document ingestion and retrieval performance – Customer Service and Business

Productivity

► System availability and business continuity – HA/DR, replication

► Document immutability when WORM storage mandated – Compliance (SEC 17a-4)

► Predictable solution performance, availability and scalability

Total solution architecture and implementation strengthens IBM value proposition to client.

Surpass competition: EMC’s Centera / Documentum / Legato solution.

Broaden client access and relationship.

IBM System Storage- Importance to IBM ECM Sales

Note: ILM is the intersection between IBM System Storage and IBM ECM - IBM’s ILM offerings embrace ECM / Storage – Archiving & Retention, CM for ILM, Tiered Storage.



IBM Software

IBM’s Broader Content Management Solutions

BusinessContent in a

CentralRepository

Invoices, statements, reports

Web Content

ScannedPaper and fax

ERP, SCM,CRM data

E-mail

Officedocuments & correspondence

Audio, Video, Photo

Kiosk

Portal /Browser

Call Center

Wireless& PDA



IBM Software

You Can Up-sell and Grow the Deal- E-mail Archiving Is Just The Beginning!

Document Management (collaborative doc mgmt;

leveraging office docs, forms, tools…)

Imaging & Capture (scanning paper)

Output / Report Management (COLD) (reports, statements, invoices)

Records Management (retention/purge/compliance)

Digital Asset Management(medical images, rich media, video,

audio)

Web Content Management(assembling, approving and deploying content to a web site)

Archiving(email / attachments, messages,

folders, SAP,file system, Sharepoint)

Search And eDiscovery(legal/compliance nitiates)

Enterprise Content Management - The technologies and processes used to capture, manage, store, preserve and deliver content and documents.

Content-Centric Business Processing(insurance claims processing)



IBM Software

ProcessProcessDev. Framework

WorkflowSimulationAnalytics

Forms

ProcessProcessDev. Framework

WorkflowSimulationAnalytics

Forms

ComplianceComplianceRecords Mgt.E-mail Mgt.Discovery

Shared Drive Mgt.Applications

ComplianceComplianceRecords Mgt.E-mail Mgt.Discovery

Shared Drive Mgt.Applications

IBM ECM Integrated Approach

ContentContentImaging/Capture

Document Management

Web Content Mgt.Content Federation

Collaboration

ContentContentImaging/Capture

Document Management

Web Content Mgt.Content Federation

Collaboration

IBM ECM

Strength

Drives More Storage Sales

You Must Get the First Footprint!



IBM Software

Customer Example: Growing The Deal

ECMECMPlatformPlatform

e-mail

Time

RM

Priority 2

E-mail Archive ProjectE-mail Archive Project

Records Management ProjectRecords Management Project

Multiple Active Projects withLOB Sponsorship

Multiple Active Projects withLOB Sponsorship

Replace legacy departmental CM/DM system/sReplace legacy departmental CM/DM system/s

Priority 1

ECM & StorageSpend

ECM & StorageSpend



IBM Software

Key Indicators that you should engage an IBM or Reseller ECM specialist….besides E-mail Archiving

Requirements for digitizing paper, replacing paper, process automation (of previous paper) workflows

SAP Archiving requirement, compliance, search, records management

Requirements for advanced search / discovery of information

Requirement for federation of multiple repositories, or multiple content or data sources

Requirement for content management, web content management, document management, records management, imaging, report management, electronic forms

If you are competing against Documentum, Legato, OpenText, Hummingbird, Zantaz, Symantec / Veritas / KVS, IXOS, Vignette, Interwoven, Mobius



IBM Software

Resources Available To Help



IBM Software

Key IBM ECM and Storage Alliance Contacts

Worldwide

► Pete Jensen, [email protected], 1-424-893-7020

● IBM ECM sales contact for IBM Storage alliance.

► Mark Hanson, [email protected], 1-818-539-3334

● IBM Storage sales contact for IBM ECM alliance.

► John Power, [email protected], 1-408-956-3269

● IBM Storage marketing lead for IBM ECM alliance.

► Laurence Leong, [email protected], 1-408-463-3228

● IBM E-Mail Archiving Product / Program lead.

IBM ECM Help in the Americas:

► Contact [email protected]



IBM Software

Key Links of Value

► IBM CommonStore E-mail Archiving Preload press releases:● Aug 1 -

http://www-306.ibm.com/software/swnews/swnews.nsf/n/hhal6rwtgs ● Oct 19 - http://www-03.ibm.com/press/us/en/pressrelease/20457.wss

► IBM CommonStore E-mail Archiving Preload:● http://www.ibm.com/software/data/commonstore/email.html

► IBM DB2 CommonStore Homepage:● http://www-306.ibm.com/software/data/commonstore

► IBM E-mail Archive Solutions Sales Kit:● BPs:

https://www-304.ibm.com/jct09002c/partnerworld/mem/mkt/mkt_camp_im_email_o.html

● IBMers: http://w3.ncs.ibm.com/rocv2/roctop.nsf/web/EJUG-6VMMLL?OpenDocument&RP=SMB&RGN=&CTR



IBM Software

Key Links of Value► IBM E-mail Archiving demos:

● Exchange: http://demos.dfw.ibm.com/on_demand/Demo/IBM_Demo_DB2_CommonStore_for_Exchange-Jun05.html

● Domino: http://demos.dfw.ibm.com/on_demand/Demo/IBM_Demo_DB2_CommonStore_for_Lotus_Domino-Jan05.html

► IBM System x Homepage:

● http://www.ibm.com/systems/x/

► IBM Storage Systems Homepage:● http://www-03.ibm.com/systems/storage/disk/ds4000/ds4200

► IBM Solutions Builder Express:

● BPs: http://www.ibm.com/partnerworld/solutionsbuilder

● IBMers: http://w3-03.ibm.com/software/sales/salesite.nsf/salestools/Business+Partner+Sales+Managers$IBM_Solutions_Builder_Express



IBM Software



IBM Software

MerciGrazie

GraciasObrigado

Danke

Japanese

Hebrew

Thank YouThank YouEnglish

French

Russian

German

Italian

Spanish

Brazilian Portuguese

Hindi

Tamil

Korean

Thai

Simplified Chinese

Arabic

Traditional Chinese



IBM Software

Appendix



IBM Software

More Questions You Could AskIf speaking with Legal Counsel: Do you believe that Legal has had the appropriate support of modern tools and best

practices from the Technology side of your business?

Do you have a discovery (or e-discovery) cross-disciplinary team and a repeatable process (with appropriate tools) for communicating, managing, and fulfilling e-discovery requests?

Do you see opportunities for streamlining or otherwise improving your e-discovery process that might result in lowering risk, decreasing costs, or improving legal outcomes?

What is the extent of your awareness / knowledge of archiving policies and archived data within the IT environment? Does your legal staff have appropriate access to this archived data / content and the business owners? Can the legal staff conduct searches / analyses on this data? Can they easily delegate searches or analyses of this data to various business owners in a consistent (unprejudiced) manner (such as specifying structured queries), perhaps as part of a managed discovery?



IBM Software

More Questions You Could AskIf speaking with Legal Counsel:

Are you knowledgeable of archiving and data retention policies and practices being used within the technology environment of your business? Are the IT policies and practices linked with and sanctioned by the corporate governance process? Are these policies and practices centrally administered to provide consistency and automated to an adequate degree to provide “routine” execution? Is records destruction (policies and execution) consistent for both physical and electronic media (for example, retention of specific types of customer records)?

Based on experience, how disruptive do you believe an e-discovery request is to the business in general (High, medium, low)? To your area or any specific part of the business? What kind of impact does it have on your operations (service impact, budget impact, staffing impacts, etc.)? Given that litigation and e-discovery is becoming almost unavoidable for medium to large companies (recent statistics show some companies have more than 80 litigations in process), have you thought of ways that this process could be made less disruptive to the business?

Would you be interested in learning about IBM archiving, records management and e-discovery solutions that could help your Legal and Technology organizations with improving these processes?



IBM Software

More Questions You Could AskIf speaking with IT Management: Do you have an inventory of all ESI (electronically stored information) –

online and offline, including legacy and archived information and backup tape stores?

Do you have a management process to suspend “routine” destruction of ESI? Are routine destruction processes (eMail and messaging systems, applications, tape backup stores, archives, etc.) documented, automated, consistently applied? Do you have documentation of the basis for each policy and its implementation mechanism (e.g., event built into the application vs. expungement by a separate records management technology)?

Can you suspend destruction of legally required /identified ESI without having to continue to retain large volumes of “unrequired” information as well (selective legal “holds”)?

Could you respond to specific court requests for ESI within continuing shortened time frames? How long (days / man-hours) would it require to search and produce eMail and messaging system records for 50 employees over a period of several years, for example? Or for 200 employees?



IBM Software

More Questions You Could AskIf speaking with IT Management: Have you met with your Legal Officer / management to discuss possible e-discovery

scenarios and what may be required of your company in the event of litigation?

Can you provide your legal counsel with a list of data files (and business description / use) being retained that are “inaccessible” (or exceptionally difficult to a retrieve) and a list of those which are considered “accessible”, should they be requested as part of a court ordered discovery? What is the definition and criteria you use for each of these terms (inaccessible and accessible)? Do you have policies and mechanisms (e.g., tagging standards) for identifying and securing confidential, privileged, and privacy-protected e-records?

Have you implemented an electronic records management solution? What percentage / amount of your data is covered by this solution (e.g., only eMail, team rooms, enterprise applications, employee hard drives, web content, financial systems, etc.)? Is it a “policy-based” solution, or are employees allowed / required to determine their own “policy”? Can you provide consistent application of data expungement policies regardless of whether the affected data resides in on-line storage pools or “archive” storage devices, archived tapes, etc.?

Based on experience, how disruptive to your operations is an e-discovery request (High, medium, low)? What kind of impact does it have on your operations (service impact, budget impact, staffing impacts, etc.)?

Would you be interested in learning about IBM archiving, records management, and e-discovery solutions that can decrease your IT administrative costs, mitigate disruptions to your operations, and provide consistent, automated policy and management for data and e-records?



IBM Software



IBM Software

8 IBM Corporation 1994-2007. All rights reserved.References in this document to IBM products or services do not imply that IBM intends to make them available in every country.

Trademarks of International Business Machines Corporation in the United States, other countries, or both can be found on the World Wide Web at http://www.ibm.com/legal/copytrade.shtml.

Intel, Intel logo, Intel Inside, Intel Inside logo, Intel Centrino, Intel Centrino logo, Celeron, Intel Xeon, Intel SpeedStep, Itanium, and Pentium are trademarks or registered trademarks of Intel Corporation or its subsidiaries in the United States and other countries.Linux is a registered trademark of Linus Torvalds in the United States, other countries, or both.Microsoft, Windows, Windows NT, and the Windows logo are trademarks of Microsoft Corporation in the United States, other countries, or both.UNIX is a registered trademark of The Open Group in the United States and other countries.Java and all Java-based trademarks are trademarks of Sun Microsystems, Inc. in the United States, other countries, or both.Other company, product, or service names may be trademarks or service marks of others.

Information is provided "AS IS" without warranty of any kind.

The customer examples described are presented as illustrations of how those customers have used IBM products and the results they may have achieved. Actual environmental costs and performance characteristics may vary by customer.

Information concerning non-IBM products was obtained from a supplier of these products, published announcement material, or other publicly available sources and does not constitute an endorsement of such products by IBM. Sources for non-IBM list prices and performance numbers are taken from publicly available information, including vendor announcements and vendor worldwide homepages. IBM has not tested these products and cannot confirm the accuracy of performance, capability, or any other claims related to non-IBM products. Questions on the capability of non-IBM products should be addressed to the supplier of those products.

All statements regarding IBM future direction and intent are subject to change or withdrawal without notice, and represent goals and objectives only.

Some information addresses anticipated future capabilities. Such information is not intended as a definitive statement of a commitment to specific levels of performance, function or delivery schedules with respect to any future products. Such commitments are only made in IBM product announcements. The information is presented here to communicate IBM's current investment and development activities as a good faith effort to help with our customers' future planning.

Performance is based on measurements and projections using standard IBM benchmarks in a controlled environment. The actual throughput or performance that any user will experience will vary depending upon considerations such as the amount of multiprogramming in the user's job stream, the I/O configuration, the storage configuration, and the workload processed. Therefore, no assurance can be given that an individual user will achieve throughput or performance improvements equivalent to the ratios stated here.

Photographs shown may be engineering prototypes. Changes may be incorporated in production models.

Trademarks and Disclaimers

© 2007 IBM Corporation Storage Sales Academy August, 2007 IBM Software Solution Selling Strategies.

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