Click to add text © 2011 IBM Corporation Techline System z Sizing Process Update July 18, 2012 Mike Kott ([email protected])[email protected] SWG Worldwide

© 2011 IBM Corporation

Techline System z Sizing Process Update

July 18, 2012

Mike Kott ([email protected])SWG Worldwide Sales System z IT Architect Community Leader

Sean Waldo ([email protected] )

S&D Global Techline FLM, North America, System z

© 2012 IBM Corporation2

Agenda

Welcome Mike Kott

Linux on z is Hot!

System z Sizings Experiences

Techline Values & Roles Sean Waldo

System z Middleware Product Sizing Process

Software Sizings available today

Escalation Process

Techline Links and Contacts for Assistance

Summary


Current # of Linux on z IBM Products Available (RHEL 6, SLES 11)

Tivoli: 95AIM: 85IM (includes BA & Industry Solutions): 58Rational: 15

Lotus: 12STG: 10

275+ IBM middleware products available on Linux on z today


Increasing Business with IBM Software for Linux on System z

2007 2008 2009 2010 2011

$M

SWG Revenue increase with Linux on

System z +46%YTY

+46%YTY

124% of plan124% of plan

•CGR over past 5 years: 22.4%•CGR over past 5 years: 22.4%

Linux on z Total Revenue by Brand

AIM IM BusAnalytics

IndustrySols

Tivoli Lotus Rational WW

$M

2006

2007

2008

2009

2010

2011

+26%

YTY

+26%

YTY


Linux on IBM System z – 2011Installed Linux MIPS at 39% CAGR*

20% of Total installed MIPS run Linux

Installed IFL MIPS increased 24% in 2011

35% of System z Customers have IFL’s installed

66 of the top 100 System z Customers are running Linux on the mainframe

More than 3,000 applications are available for Linux on System z– Over 370 New or Upgraded applications

for Linux on z

A number of First in Enterprise (FIE) clients have implemented on Linux on z

Installed Linux MIPS

To

tal I

nst

alle

d L

inu

x M

IPS

* Based on YE 2004 to YE 2011


Examples of Potential Product Sizing Issues

Customers require product sizing estimates to run on Linux on System z

► Compare costs to distributed systems► Determine efficiencies and performance on Linux on z► Required for successful POTs and POCs

Brands do not always have adequate System z hardware or personnel available in a timely manner to provide performance measurement input for sizing requirements

Results:► Techline & Brands extrapolate Linux on z sizing from

System x or POWER sizings, over sizing at times or resulting in performance problems once installed due to incorrect sizing

► Product could be purchased and run on distributed systems, potential loss of System z revenue

► Unsuccessful POTS and POCs could result


Product Sizing Examples

OmniFind Linux on z► Customer requested sizing to run OmniFind on Linux on z vs. Intel

► Industry Solutions Brand had not run sizing on Linux on z

► Large amount of hardware required: ● 4 LPARs for 8 weeks, each LPAR with 8 IFLs, 32GB RAM, 750GB disk space and 64-bit

application environment● Hardware not available until mid to late 2012 at earliest due to other commitments

► Customer decided to implement on Intel systems

BPM Linux on z

► Lack of IBM documentation to size IFL Hardware, Lombardi migration to BPM

► BPM V7 Linux on z sizing document published Dec11

► PoC in May 2012

► List of trained sizing people & support provided to zCAs for assistance with PoC

► Issues addressed


Product Sizing Improvements

Techline & Brands have make major improvements in System z product sizings information

Continuing to work on processes and Brand collaboration to provide field required sizing data

Provide field requests for sizings as early as possible to provide adequate time to develop and disseminate information


Sean WaldoS&D Global Techline FLM, North America, System [email protected]

© 2008 IBM Corporation10 © 2012 IBM Corporation10

The Value of Techline

Techline – Making it easier to deliver Client Value

Allows Sales & Technical specialists to focus more time and energy on their customer and the sales opportunity cycle

Pre-sales activities in which Techline gets involved include solution and product recommendations, sizings and capacity planning, competitive strategy and configurations (order submission).

Additional zSW support includes license and inventory management, pricing support and determining when capacity upgrade configurations are needed.

© 2012 IBM Corporation© 2012 IBM Corporation11

2011 North America zSW Techline Statistics

# of zSW Engagements Completed in 2011

Software 2011

East IMT 599West & Fed IMT 287Canada 50

NA Win Revenue $936M

2011 zSW Win Revenue 2011 Significant Wins2011 Significant Wins

Nationwide InsuranceNationwide Insurance

Liberty MutualLiberty Mutual

JPMCJPMC

Bank of AmericaBank of America

CitibankCitibank


Techline’s Role & Value

Business Area Definition

– System z Software Sizing –

– Estimates the computer hardware capacity required to support a New application workload that is in the design/development stages. This allows our clients to provide new functionality and support that will allow their business to compete in a world of rapid market changes.

Techline’s role & value

– New Application Workloads • Estimate the System z capacity required for New Application Workload• Support running on z/OS OR z/VM+Linux on System z• For z/OS - Provide an estimate of the % of workload offloadable to zAAPs

– Business Value to Sales Effort• Facilitate selling IBM System z Software Products• Facilitate selling System z Hardware – New or upgrade capacity and specialty engines• Provide a high quality sizing recommendation that will accelerate the time required to make the

sale• Increase Revenue to the IBM Corporation


Current Process - How we get a zMiddleware Sizing Offering

Assess the need for product sizing tooling

– Major product announcements – SPSS, WODM, Cognos, TIM

– Projected Revenue $s for a product – Market Plan

– # of Requests from the field teams for sizing a zProduct

– Requests from product team

Techline works with Product Development and ATS

– Define the sizing methodology – application characteristics, workload scenarios, other important factors

– Product Development Performance Team – Provide Performance Data

– Techline, ATS – validate the data provided

– ATS develops the prototype/ATS and Techline assist with testing

– ATS develops the sizing tooling – additions to the zPSG sizing tool

– Techline works w/Development & ATS to develop the Sizing Questionnaire

– Techline – creates the questionnaire, updates the Techline sizing website & announces the new sizing offering

– Techline conducts the sizing studies

Product training – conference calls, Conference Education, Product Development provided occasionally


Techline Sizing Process

Assess need Send to Development Validate DataReview current sales strategyAnalyze # of sizings requests, projected Revenue, Receive direct requests from product team to add sizing

ATS validates the data & develops prototypeATS & Techline test prototypeATS updates sizing tool with new information

Product Development does the following:Define the sizing methodology – application characteristics, workload scenarios, other important factorsProvide Performance Data to ATS

Techline creates sizing questionnaireTechline updates website with new sizing offering


Escalation Process

Techline will escalate a sizing if the following scenario occurs:

– The WW Techline System z Software Sizing Team cannot perform the software sizing as requested by the field due to lack of product sizing information (ie performance data, tools, prototypes, guidelines, etc) from product development.

– The field requester or client is not satisfied with the sizing results produced by the product sizing tool or SCON workload scalars translation methodology.

The following steps are performed during the actual escalation

– Contact ATS and product manager/lab resources for assistance

– Escalate to Techline Management if no resolution in a timely manner

– Initiate a Sizing Escalation Request per management approval

– Communicate the Sizing Escalation Request with senior brand management and System z leaders

– Keep the requester informed of status of escalation activities

– Document the escalation activities in the Siebel Service Request record and close out the record when the sizing issue is resolved.


Middleware Sizing on z

2012 Strategy

Alignment with our sellers– Confirm with stakeholders current and future sizing offerings

• Completed prioritized list of products from West & East IMT System zSW Technical teams – Measure success of new aligned offerings and their growth (# of requests)

• Tracking requests weekly• Provide quarterly update to stakeholders

– Collect data on sizings and trends by Operating System environment

Expansion of our support portfolio - Tool Kit– Tier level product sizing support

• Traditional tool or process ( zPSG, or Prototype)• Progressive method (translation from distributed sizing using zSCON & defined scalars)• Emergent method (sizing guidelines)

– Incorporate new offerings based on technical feasibility of available tool set• Created prioritized list of products under review by ATS • Added list of additional products, review by ATS completion target

– Provide consultative expertise

Evolution to a Full-time System z SW Sizing team – Creation of core focal team and secondary support team

Provide proof of the viability of an IBM solution via credible, structured analysis, thereby supporting the progression and win of a sales opportunity


Software sizing offerings for 2012

Information Management

Content Manager Enterprise Edition

DB2 Advanced Enterprise Server Edition

LotusLotus Connections Lotus Forms Server

Lotus Sametime Standard Lotus Web Content Management IBM Collaboration Accelerator and WebSphere Portal Server WebSphere Portal Server Lotus Domino RationalRational Host Access Transformation ServicesRational Team Concert Rational Asset Manager

InfoSphere Information Server FileNet Content Manager InfoSphere DataStage

Content Manager OnDemand for Multiplatforms Cognos Business Intelligence on System z

InfoSphere Business Glossary DB2 Connect Unlimited Edition for System z InfoSphere Information Services Director InfoSphere Metadata Workbench FileNet Records Manager

Lotus Quickr for DominoLotus Quickr for WebSphere Portal

TivoliTivoli Identity Manager Tivoli Monitoring

Tivoli Composite Application Manager for Applications Tivoli Storage Manager

Tivoli Composite Application Manager for Application Diagnostics Tivoli Composite Application Manager for SOATivoli Federated Identity Manager Tivoli OMEGAMON XE for Messaging for Distributed Systems Tivoli Business Service Manager Tivoli Asset Management for IT (TAMIT) – Distributed SWWebSphere

WebSphere Operation Decision Manager

WebSphere Process Server / BPM 7.5 WebSphere Adapter for SAP Software

WebSphere Adapters WebSphere Business Monitor WebSphere Business Events WebSphere Enterprise Service Bus

WebSphere MQ WebSphere Message Broker WebSphere Portal Server (LOTUS Brand) WebSphere Transformation ExtenderWebSphere Virtual Enterprise

WSRR

Tivoli Access Manager for e-business

Maximo Asset Management

WebSphere Application Server for Linux on z WebSphere Application Server for z/OS

WebSphere Adapter for Siebel Business Applications

WebSphere ILOG Jrules for z/OS (New Name-Operational Decision Manager)

WebSphere eXtreme Scale

Focal resources dedicated to each brand


Measuring Success – Today & Future

919

517

34

50

16211411 8

2 7 5

93

125

0

20

40

60

80

100

120

140

BAO IndSoln

WS IM Lotus Rat'l Tivoli TotalSizings

System z SW Sizings by Brand (zPSG, Prototypes & Alt Methods)

New Mid '11 - BAO, IS Brands

1H 2010

1H 2011


Middleware Sizing 1Q2012 Results

1Q2012 Success Stories1Q2012 Success Stories

InfoSphere @ Banco De VenezuelaInfoSphere @ Banco De Venezuela

Content Manager on Demand @ Banco Nacional Content Manager on Demand @ Banco Nacional De MexicoDe Mexico

Filenet @State of ConneticutFilenet @State of Conneticut

WS Application Server @ AGIP WS Application Server @ AGIP

IM (Analytics) Cognos @ ADPIM (Analytics) Cognos @ ADP

1Q2012 1Q2011 Growth

WebSphere 34 30 +23 19 +

Lotus 3 5 -Rational 6 2 +Tivoli 5 0 +

66 56 +Won Revenue $23.8M 16.6M +

IM

Total Sizings

Driving RevenueDriving Revenue


Measuring Success – 1Q11 To 1Q12 comparison

Engagements by Offering 1Q11 to 1Q12

0

10

20

30

40

50

60

70

IM Lotus Rational Tivoli WS Total

Offering

Nu

mb

er o

f en

gag

emen

ts

1Q2011

1Q2012

Technical Sales, North America


NA Techline zSW Sizing/Server Consolidation Team

Sean C WaldoClient Technical

ManagerNA System z HW

Focals

John Campbell – ATS FocalLiz Holland – STG Tools Focal

Fausto VasquezNA Techline zSW sizing/SCON Team Lead

Viola Berg – WebSphere/LotusRegina Cason – Lotus/WebSphere

Juliana Jeun – Tivoli/Rational/WebSphereRoberto Ribeiro Dos Santos –

IM/Rational/Tivoli

Greg Smith – WebSphere AlternateNick Summers – IM AlternateDavid Dean – IM AlternateDennis Mosby – Tivoli/Cognos AlternateOgechi Nduka – Cognos Alternate


Engaging Techline for assistance with IBM Middleware Sizing

https://www.ibm.com/partnerworld/page/pw_com_cas_techline_software_sizing_overview


Engaging Techline

Techline Request Form

- https://www.ibm.com/partnerworld/page/pw_frm_tsp_techline_trg

E-Mail Send note to: [email protected]

Toll-Free "888" Number

– US, Canada, and Federal 1- 888-426-5525

• Follow the prompts

Global Techline PartnerWorld Website

– https://www.ibm.com/partnerworld/page/pw_com_tsp_techline_overview


Techline Request Form

https://www.ibm.com/partnerworld/page/pw_frm_tsp_techline_trg

Technical Sales, North America


Summary

• Linux on System z and IFLs are major growth platforms used by our customers and generates a large amount of software revenue

– Consolidations, reduce costs, host applications close to z/OS data

• Techline provides pre-sales solution and product recommendations, sizings and capacity planning, competitive strategy and configurations to the field

• 50+ middleware products on Linux on z have sizing information available, and the number is growing

• Use the Techline Software Sizing Web Site for the latest news and product sizing information available

– https://www.ibm.com/partnerworld/page/pw_com_tsp_techline_overview

• Engage with Techline early in the sales cycle

Documents

Click to add text © 2011 IBM Corporation Techline System z Sizing Process Update July 18, 2012 Mike Kott ([email protected])[email protected] SWG Worldwide