Tivoli Storage Management Software: WHERES THE MONEY How to increase hardware, software, and...
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Transcript of Tivoli Storage Management Software: WHERES THE MONEY How to increase hardware, software, and...
Tivoli Storage Management Software: WHERE’S THE MONEY
“How to increase hardware, software, and services revenue”
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Confidential – For Use By IBM Business Partners
Agenda
• SRM market & today’s IT challenges• Tivoli Storage Resource Manager overview & value proposition • Identifying, Qualifying, & Approaching Prospects• 4 Points of Revenue & 5 Sales Steps to Success• Consolidation Case Study• Tivoli Storage Resource Manager Express Offering
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Confidential – For Use By IBM Business Partners
Storage By Numbers55% - Hardware spending dedicated to storage
$8 - Amount spent managing every $1 of storage hardware
40% - Average amount of time spent by systems administrators during storage management
90% - Storage usage growth rate thru 2004
62% - Enterprises engaged in storage consolidation efforts
Source: Gartner Group & Meta Group
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Confidential – For Use By IBM Business Partners
Storage Growth Outpaces Management
"Most of our clients report that they can afford to buy storage, but they can't manage it." Nick AllenVice president, research director, Gartner
"It's not important how much storage you have, it's how much managed storage you have. It's a quantum leap. If you don't know what you've got, how do you know what you need?" Michael Karp Senior analyst, Enterprise Management Associates
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Confidential – For Use By IBM Business Partners
SRM is the Foundation Layer
• “SRM is the foundation layer for building true enterprise caliber storage management, as it is impractical to believe you can move forward strategically without a baseline understanding of exactly where you are tactically.”
Enterprise Storage Group, February 2002
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Confidential – For Use By IBM Business Partners
SRM answers these questions.
•HOW will growth be forecast?
•WHY is storage growing?
•HOW MUCH worthless data is being stored?
•WHICH systems will be migrated to new technology?
•HOW can storage inventories be kept up-to-date?
•HOW MUCH of downtime is storage-related?
•CAN storage policies be audited or enforced?
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Confidential – For Use By IBM Business Partners
Managing the Storage Lifecycle
Predict usage and growth trends, forecasts, policies
Pre
dic
t
Identify enterprise data storage assetsIdentify
Evaluate data; find essential data, non-essential data; storage problems, opportunities
Evalu
ate
Control through automated, proactive policies, alerts, constraints
Control
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Confidential – For Use By IBM Business Partners
Today’s IT Environment
OS’sOS’s ApplicationApplicationss
Storage Storage TopologiesTopologies
HP/UX
Email (Exchange, Notes)E-Commerce (WebSphere)CRM (Siebel)Supply Chain (i2)Finance (Oracle Financials)Human Resource (PeopleSoft)ERP (SAP)DBMSOracleSybaseSQL ServerUDB DB2Informix
DAS
NAS
SAN
NAS Server
Opera
tin
gS
yst
em
StorageNetwork
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Confidential – For Use By IBM Business Partners
IT Storage Management Challenges
•Cost Control–Reduce TCO –Protect and maximize storage investments
•Predictability–Forecast accurately–Prevent storage downtime
•Accountability–Tracking and allocating storage costs–Billing for storage usage
•Manage more with current staff–Policy-based management–Proactive vs. Reactive mgt of storage conditions
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Confidential – For Use By IBM Business Partners
Tivoli Storage Resource Manager Addresses Challenges
• Centralized, Global View of Storage• Charge Back/Cost Control• Increasing Staff Efficiency• SAN/NAS Planning• Server Consolidation• Contingency Planning• Capacity Management• Consumption Management• Content Management• Storage Assessment
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Confidential – For Use By IBM Business Partners
Tivoli Storage Resource Manager Functional Highlights
MONITORS enterprise-wide, scheduled
ALERTS policy violations, quotas exceeded problems discovered
CHARGEBACK storage costs, produce invoices by usage or capacity
REPORTS enterprise-wide assets, databases, users and applications
Automated Corrective Actions
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Confidential – For Use By IBM Business Partners
Tivoli Storage Resource Manager Solution Suite
File systems
Base System
Chargeback
Chargeback
Databases
Database
OracleSybase
SQL Server
Clients
SRM Express
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Confidential – For Use By IBM Business Partners
HP/UX
Repository
ITSRMServer
Web Server
Browser
Managed
Storage
ESS
Tivoli Storage Resource Manager Architecture
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Confidential – For Use By IBM Business Partners
Enterprise Storage Portal
IBM Tivoli Storage Resource
Manager
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Confidential – For Use By IBM Business Partners
Implementation & Maintenance Made EASY!
•Implementation measured in hours not weeks
•Storage metrics available immediately
•Automated Agent rollout
•Download product updates
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Confidential – For Use By IBM Business Partners
Key Value Proposition Stmnts
• Policy-based, Storage Content Management– Ensures content being stored is corporate critical, relevant, and current
• Proactive vs. Reactive Storage Management– Event notification or corrective actions to problems or thresholds reached
• Agnostic to hardware, software, or topology– All vendors, DAS, NAS, & SAN
• Logical vs. physical view of storage – Logically group data to business unit, users, projects, etc.
• Cost Control– Assign Quotas and costs to storage resources – Track and report/invoice accordingly
• Storage Asset Management– Centralized reporting/tracking of storage assets
• Reduce risk of storage-related application downtime– Event notification and proactive policy enforcement
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Confidential – For Use By IBM Business Partners
Competitive Differentiators
•Ease of install, use, intuitive
•True Heterogeneous Support, single code base
•Triggered Action Facility–Ability to take corrective actions
•Application/User views of storage
•Flexible and scalable architecture–Multi-platform deployment
–Choice of data repository
•Exportability of data
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Confidential – For Use By IBM Business Partners
Identifying Prospects
• Best Candidates– Min. 1TB, heterogeneous storage, and
one or more of the following initiatives/projects:
• Server/Storage Consolidation
• SAN/NAS Planning and Migration
• Cost control or IT Chargeback • (Utility Infrastructure)
• DR/Contingency Planning
• Capacity Planning/Management
• Storage Policy Management
• Storage Assessments
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Confidential – For Use By IBM Business Partners
Approaching Prospects
• Current Customers– Offer initial storage assessment service
• Valued Customer, want to ensure they’re maximizing their storage resources, etc.
– Tie TSRM to current storage initiatives or projects underway or planned
• No one budgets for SRM software
– Get Executive and Technical buy-in• Assessment service may make storage
administrators appear incompetent.
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Confidential – For Use By IBM Business Partners
Five Sales Steps to Success•Step 1 – Identify key storage business and technical pains/issues
–Results: uncovers areas of concern that otherwise may go unnoticed (software/hardware/services opportunities)
•Step 2 – Give TSRM demo and show sample assessment report
–Results: prospect “sees” value of TSRM and commits to storage assessment
• Get both Executive and Technical sponsorship for assessment
•Step 3 – Load TSRM onto x or pSeries box and use TSRM appliance to perform storage assessment
–Results: Positions both TSRM and hardware in account
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Confidential – For Use By IBM Business Partners
Five Sales Steps to Success
•Step 4 – Leave product installed while results are compiled
–Results: Exec and technical sponsors see value of offering, which piques interest in solution and further/deeper review of product
•Step 5 – Compile/review Assessment Report and ask for order
–Results: highlights how currently installed solution can be used to solve key storage pains/issues, while providing justification for purchase
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Confidential – For Use By IBM Business Partners
• Hardware Value-Add– Pre-load TSRM onto xSeries or pSeries
Server
– Sell TSRM as value-add application to the ESS or FastT as “sanitized” Storage/Virtualized
environment based on customer requirements
• Services Value-Add– Build scripts to invoke TSM based on policies defined
in TSRM
Driving Hardware and Services Revenue
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Confidential – For Use By IBM Business Partners
Four Points of Revenue1. Assessment Services provide insight into customer’s current storage environment and potential problem areas
AssessmentServices
1.
2. Sell ITSRM software as a result of Assessment Service 80% success rate!
Sell ITSRM
2.
3. Customization Services provide customer with policy-based/automated storage mgt solution Customization
Services
3.
4. HealthCheck Services Ensure ROI and provides insight into customer’s future storage needs
4.
Healt
h-C
heck
Serv
ices
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Confidential – For Use By IBM Business Partners
Consolidation Case Study•IT Storage Services Group Charter
–Deliver more business value, while reducing IT costs and maintaining staff levels
•Current Environment–IT Staff continually struggles with allocating storage resources
–Disk utilization is sporadic – servers at near capacity while others at 25%
–Storage admins in constant fire-fighting mode
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Confidential – For Use By IBM Business Partners
Tivoli Storage Resource Manager Consolidation Considerations • Consolidation Project Steps
1. Baseline current storage environment– Calculate average disk utilization TSRM provides this information
2. Inventory Assets– Get complete listing of servers deployed, capacity
information, patch levels, etc. TSRM provides this information
3. Data Analysis– Understand what files are being used, not used, orphaned,
obsolete, non-corporate critical, etc.– Logically group data by business unit, users, project, etc. TSRM provides this information
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Confidential – For Use By IBM Business Partners
Tivoli Storage Resource Manager Consolidation Considerations
• Consolidation Project Steps4. IT Buy In
– During Data Analysis stage get buy-in from database admin group regarding data residing in databases
TSRM can help with database data analysis
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Confidential – For Use By IBM Business Partners
SRM Express – Client Offering•Extends Tivoli Storage Resource Manager from a traditional server-level application to client offering
–Good for customers looking for desktop/laptop asset information, policy management, etc.
•Increases net value, while decreasing per box cost–Agents priced at $65.00
• Client machines - Single user, single processor machines only
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Confidential – For Use By IBM Business Partners
SRM Express – Client Offering•Scenario:
–Customer has 10, dual processor Servers and 500 clients
–TSRM total value for Base System = $14,000 ($700/pp/svr)
• Net per machine cost of $1,400
–Add: SRM Express to cover entire environment for incremental cost of $32,500 ($65 per client)
–New Total Value for Base System and SRM Express = $46,500
• Net per machine cost of $91.18!