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© 2012 IBM Corporation1
Flash AheadSmarter Flash-Optimized StorageFor Avnet Technology Solutions and their Business Partners
12/12/12
© 2012 IBM Corporation2
Agenda
Flash Storage Market Opportunity
IBM Texas Memory Systems Acquisition
Product Overview
Channel Program Details
Wrap-Up | Q&A
© 2012 IBM CorporationIBM Confidential3
The evolution of flash technology, and the resulting new use cases, will drive rapid adoption of flash optimized systems
Flash technology offers dramatic performance improvement, significant
energy savings, higher reliability, and greater density than traditional disk storage
Flash technology offers dramatic performance improvement, significant
energy savings, higher reliability, and greater density than traditional disk storage
2011-2015 CAGR
Total Revenue97% CAGR
Average price per system CAGR
8%
Average price per GB CAGR
-35%
Total Capacity shipped CAGR
204%
2011-2015 Solid-State Appliance Revenue Forecast
Source: Gartner ETA Enterprise Solid-State Appliance Nov 2011
Flash optimized systems are evolving to become more reliable and less expensive
than earlier technology
Flash optimized systems are evolving to become more reliable and less expensive
than earlier technology
$260M$741M
$1.5B
$2.5B
$4B
$0
$500
$1,000
$1,500
$2,000
$2,500
$3,000
$3,500
$4,000
$4,500
2011 2012 2013 2014 2015
Workload opportunities will increase as new use cases are enabled by flash
characteristics
Workload opportunities will increase as new use cases are enabled by flash
characteristics
Web Caching & Indexing
Analytics Database acceleration
NAS acceleration
Virtualization
Industry Examples:
Financial Market:• Tick databases
Government:• Homeland
security analysis
Telecom:• Cell phone
verification/billing
Oil & Gas:• Seismic
analysis
Life Sciences• Genome
sequencing
Workload Examples:
© 2012 IBM Corporation4
300+ CustomersIn over 50 countries
300+ CustomersIn over 50 countries
30+ PatentsStrong IP Base30+ PatentsStrong IP Base
34 Year HistoryDeep Expertise
34 Year HistoryDeep Expertise
Vettedby IBM Research
Vettedby IBM Research
Why IBM is so high on TMS?Proven Industry Leadership. Deep Domain Expertise. Global Enterprise Customers. Supplying the highest performance,
highest reliability, lowest latency, and lowest power SSD solutions on the market.
50% OPEX Savings
IBM Solutions will require on
average 50% less resources
3 Month ROIThe world’s fastest flash technology.
The world’s fastest ROI. What a pair!
© 2012 IBM Corporation5
85% Reductionbatch processing
time90% Reduction
In OLTP times
200% Performancetwice as fast as
HDD80% Reduction
Energy Usage
TMS Technology
75% Footprint Reduction
Store one petabyte in a single floor tile.
Add compression and add up to 100%
more
ReliabilityHigh Availability, 2D Flash RAIDTM and Variable Stripe RAIDTM
Boost performance without re-architecting existing applications. Manage IT infrastructures in more cloud like fashion. Then, combine this
with intelligent data placement software to enable a truly autonomic, flash-optimized storage infrastructure
© 2012 IBM Corporation6
TMS Market Sweet Spots: Do More, Do it Faster!
OLTP Databases
– Financial, gaming, real-time billing, trading, realtime monitoring, query acceleration (DB2/Oracle), etc.
Analytical applications (OLAP)
– Business intelligence, batch processing, ERP systems, reporting, massive data feeds, etc,
Virtual Infrastructures
– VDI, Consolidated virtual infrastructures, user profiles, etc.
HPC/Computational Applications
– Simulation, modeling, rendering, FS metadata, scratch space, video on demand, thread efficiency, etc.
Cloud-scale Infrastructures
– On-demand computing, content distribution, web, caching, metadata, GPFS, active file management, etcFinancial Government E-Commerce HPC Telecom
© 2012 IBM Corporation7
Key References
See all of these and more in the Success Stories section of our web site at http://RamSan.com.
© 2012 IBM Corporation8
“It’s not just that we needed to get these things through faster -- which we did -- but we needed to get them through without affecting the rest of the network. So even if the speed was the same, that would have been a huge benefit. With the RamSan we gained both benefits.”
- Danny Gold, VP of Strategy & Solutions, Levels Beyond
“With some of the other solutions we tested, we poked and pried at them for weeks to get the performance where the vendors claimed it should be. With the RamSan we literally just turned it on and that’s all the performance tuning we did. It just worked out of the box.”
- Michael Fenn, Systems Administrator
Extreme Performance & Efficiency – Easily
© 2012 IBM Corporation9
IBM “Flash Friendly” Offerings
© 2012 IBM Corporation10
RamSan-70 RamSan-710/810 RamSan-720/820
SLC Flash SLC (7) / eMLC (8) Flash SLC (7) / eMLC (8) Flash
90/30 us R/W Latency 100/25 us R/W Latency 100/25 us R/W Latency
450 or 900 GB 1-5 or 2-10 TB 5, 10, or 20 TB w/HA(6/12/24 TB non-HA)
1.5M IOPS (512B) 450K/400K IOPS (4K) 500K/450K IOPS (4K)
2.5 GB/s 5/4 GB/s 5/4 GB/s
Full-height, half-length PCIe x8 2.0
1U rackmount, 4x 8Gb FC ports,
4x 40Gb QDR InfiniBand
1U rackmount, 4x 8Gb FC ports,
4x 40Gb QDR InfiniBand
RamSan Choices
H.A.!
© 2012 IBM Corporation11
RamSan-720/820 Architecture
Redundant Power
SuppliesRedundant
Fans
12 Flash Modules(10+1+1)
1U Chassis
N+1 batteries
Redundant Management
Control Processors
Redundant RAID controllers
Two Dual-Ported 8 Gb/s FC or40 Gb/s QDR IB Interfaces
© 2012 IBM Corporation12
RAID Controller A RAID Controller B
RAID 5 across Flash Modules (10 data + 1 parity + 1 hot spare)
Interface A Interface B
ExternalInterfaces
(FC, IB)
RAID Controllers
RAID 5 withinFlash Modules
(9 data + 1 parity)
TMS2D Flash RAID™
2D Flash RAID™ on RamSan 720 / 820
TMS Key Differentiators
IBM and IBM Business Partner Internal Use Only NOT to be distributed to customers or other third parties
© 2012 IBM Corporation13
Core RamSan Performance Ideas
RamSan systems provide a hardware-based data path Lower latency on standard SAN interfaces vs. competitors
See SPC -1 and SPC-2 benchmarks Distributed out-of-data-path CPU processing High Performance (IOPS), High Bandwidth Data Center Efficiency and Capacity
“ Our Symmetrix-VMAX Enginuity consists of millions of lines of code.”
RAID Controllers
IO Modules
Flash Modules 12x
“You cannot increase performance by adding lines of code.”
TMS Key Differentiators
IBM and IBM Business Partner Internal Use Only NOT to be distributed to customers or other third parties
© 2012 IBM Corporation14
RamSan Technology Differentiators
ReliabilityVariable Stripe RAID™
– Multiple TMS patents– Present in all RamSan Flash
products2D Flash RAID™
– VSR + system-level RAID– Provides no single points of
storage failure– Enables hot swappable
Flash modules– RamSan-720/820 models
Efficiency1U enclosures500 Watts or less35 lbsBest performance and
capacity densityA catalyst for Server
consolidation
© 2012 IBM Corporation15
IBM is making a BIG investment in Flash Storage
• The acquisition of Texas Memory Systems Go!
• IBM plans to grow TMS's annual revenue by 15x in the next five years. 15X
• Quadrupling the size of the TMS technical flash team over the next two years.4X
• Investing over $200M into Flash Product R&D over the next five years.
$200M
• Growing our direct Flash based sales force to 9x its current size by the end of 2014.9X
• Strong Roadmap For The FutureGrow
© 2012 IBM Corporation16
Flash Forward Channel Program
© 2012 IBM Corporation17
Robert Cancilla VP, Flash Optimized
Solutions
Kurt Bilderback VP, Global Flash Solution
Sales
MJ Golibart Flash Solutions Sales
Executive NA
Sandi Lucas Routes to Market
Executive, Flash Solution Sales
Molly O’Dea Global Sales Integration
Executive
Charles Godshall Technical Sales Director,
Global Flash Storage Team
Flash Solution Sales Leadership Organization
© 2012 IBM Corporation18
Flash Forward IBM Channel Program
Now-
5/1/201
3
• Separate Contract for TMS products• Low visible list price/smaller discounts• Entitled(unregistered) discount 10%• TMS will be responsible for post-sale product support
5/1/201
3
• Transfer of Business• Products integrated into IBM portfolio
• Mid-range storage category• Business as usual
© 2012 IBM Corporation19
Texas Memory Systems Business Partner Support
Partner registers lead
TMS CTS or rTCS contacts Partner to vet opportunity
TMS supports Technical call with customer
Application Analysis provided free of charge
Tech Support for Evaluation, Demo or RoR
Set-up and review of results
Quote to Partner and Close the deal
© 2012 IBM Corporation20
Texas Memory Systems Partner Training
Monthly Scheduled Partner Webinars
Lunch and Learns
Individual HQ Tours and Training
• Repeated 2x and recorded for future viewing
• Mix of Technical and Sales information
• On-site at Partner locations,customers or HQ
• Primarily deep dive product training for SEs, SAs and other technical roles
© 2012 IBM Corporation21
Doing Business with Texas Memory Systems, an IBM Company
© 2012 IBM Corporation22
Registrations
Business Partner Registers deals by going to :
– https://ramsan.com/partners/registration
Partner Sales Rep should expect a call from TMS CTS or rCTS unless discussions are already ongoing and registration is expected
Form is self explanatory but complete information speeds up the process
Registrations are valid for 120 days
© 2012 IBM Corporation23
Registration Form
© 2012 IBM Corporation24
Flash Storage Sales Organization- North America
Houston Headquarters Territory CoveredSandi Lucas Leader, Flash Solutions Route to Market All [email protected] 713 266 3200Betsy Stein Flash Solutions Sales Specialist-Channel NA [email protected] 713 278 6268Susan Rachal Channel and OEM Program Leader All [email protected] 713 278 6249Sue Barnes Sales Execution Leader All [email protected] 713 266 3200 x250Main Number 713 266 3200
West Sales TeamKeith Kraten Field Manager CTS ALL [email protected] 408 205 8394Joel Ham CTS MT,ID,WY,CO,KS,MO,NE,IA,MN,UT,SD,ND [email protected] 720 984 2610Nathalie Bickley rCTS MT,ID,WY,CO,KS,MO,NE,IA,MN,UT,SD,ND [email protected] 713 266 3200 x244Kevin Hall CTS SoCAL,AZ,NM,NV,HI [email protected] 909 957-8501Dave Mungenast CTS NoCAL,WA, OR, AK, [email protected] 415 990 9444Megan Roseberry rCTS SoCAL,AZ,NM,NV,HI, NoCAL,WA, OR, AK, [email protected] 713 266 3200 x264Jeff Stillwell SA [email protected] 408 416 3955
Central TeamBill Kiddon CTS IL,WI,IN,MI,OH,KY,WV [email protected] 708 352 7871Philip Clark rCTS IL,WI,IN,MI,OH,KY,WV [email protected] 713 266 3200 x243KD Polzin CTS TX,OK,LA,AR [email protected] 713 278 6246Kristy Ortega rCTS TX,OK,LA,AR [email protected] 713 266 3200 x267SA TBD
East TeamJohn Zamites CTS NY,NJ,PA,RI,VT,NH,ME,MA,DE,CT [email protected] 917 687 1397Brett Patterson rCTS NY,NJ,PA,RI,VT,NH,ME,MA,DE,CT [email protected] 713 266 3200 x 262Chris Gilbert CTS VA,MD,DC,NC,SC,GA,FL,TN,MS,AL,PR [email protected] 828 421 3161Chris Lillis rCTS VA,MD,DC,NC,SC,GA,FL,TN,MS,AL,PR [email protected] 713 266 3200 x 263Darin Droste SA [email protected] 860 335 2817Field CTS TBDMike Ault I/T Specialist- Storage for Oracle All [email protected] 678-457-3604
FederalRic Halsaver CTS FEDERAL -ALL [email protected] 703 801 9900Nathalie Bickley rCTS [email protected] 713 266 3200 x 244Adrian Stewart SA [email protected] 717 433 0381
© 2012 IBM Corporation25
TMS Cheat Sheet
Link for partner registrations: https://ramsan.com/partners/registration
BPs will contact Flash Sales for Configurations, Competitive positioning, any pre-sales activity
Contact Avnet for quote- Will need to provide Reg ID, End user TMS General Warranty Information is available on the following
TMS Internet website: http://www.ramsan.com/support/warranty TMS Support until 5/1/13:
– 24x7x365 email with next business day response • [email protected]
– 8:30 – 5:00 CST 713 266 3200 Press 0 Ask for Ramsan customer support
– Emergency during non-business hours 800-230-9507• Answering service will contact on call engineer
© 2012 IBM Corporation26
Sales Kit (success stories, education links, references) - http://www.ibm.com/partnerworld/wps/servlet/ContentHandler/SSPD283496A36723E80Sales Education (PartnerWorld Storage College) - http://www.ibm.com/services/weblectures/dlv/smartzone/sales_rep_storageTechnical Sales Education (PartnerWorld Storage College) - http://www.ibm.com/services/weblectures/dlv/smartzone/consultant_storage
Currently the following training modules are available on these sites (the list will continue to grow):Initial Acquisition Announcement: http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu394604Q2012 Smarter Selling Storage Announcement http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu39668Product Overview from TMS: http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu39424Sales Overview: http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu39756Sales Competitive Overview: http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu39757Technical Best Practices: http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu40176
Texas Memory Systems Important Links for Business Partners
© 2012 IBM Corporation27
Flash Forward Channel Program - WIIFY
• Flash Storage is a HUGE opportunity$$$$
• In place and growing…Extensive Sales and Technical Support
• Solid use cases, good referencesInstalled,
happy customer base
• Average deal is $150-$250K and closes quickly
Growth Product =
Great Margins
• Transfer of business is not until 5/1/13 but there are deals in play now
Head Start Selling TMS
• Q4 Incentives for all IBM SellersIBM Incentives
© 2012 IBM Corporation28
Need help?
Betsy SteinFlash Solutions Sales Specialist
713 278 6268 (O)
281 728 4465 (C)
© 2012 IBM Corporation29
