IBM NSeries “Accelerator Day”

3rd September 2007IBM Manchester.

Objectives of “Accelerator Day”

• To provide good overview of the rich functions within the IBM

NSeries family (and how it addresses both IT/Business issues)

• To underline the importance of NSeries within the IBM Storage

Portfolio and how it can help grow YOUR IBM storage revenues

• To introduce you to some of the related solution technologies

relevant to NSeries (eg Application Data security, Virtual Desktop)

• To offer DNS partners the opportunity to build an NSeries Business

plan exploiting DNS skills in pre-sales, implementation, marketing

Agenda

• 12:00 Registration and Coffee

• 13:00 Welcome, Introduction and Objectives of the day Dominic Cole

• 13:15 Relevance and Importance of the IBM NSeries family Andrew Fitzgerald

• 13:30 NSeries family overview and competitive advantage Matt Watts

• 14:20 NSeries Demonstration Alun Griffiths

• 14:45 TEA / COFFEE / BREAK

• 15:00 Registration of opportunities and focus areas Chris Pickerill

• 15:15 Exploiting NSeries with Business Critical applications Matt Watts

• 16:00 Virtual Desktop Solutions and VMWare Cam Merrett

• 16:45 NSeries Business Plans and working with DNS Dominic Cole

Turnover FY06 £194m in the UK

200 staff - Over 50% fully accredited consultants, integrators and technical specialists

Partner with all major storage, software, networking and security vendors

One of the largest Professional Services teams in the IT industry

UK leader in specialist IT Training Services

All of our products, solutions and services are delivered via an extensive network of channel partners

Our fundamental capability is to either deliver point products or integrated solutions or services based on our five core competencies

DNS Arrow Distribution (or not)

About Centia:

• Value added distributor specialising in Access

Infrastructure computing software, Thin Clients and

Management Software

• Over 20 years experience in Access Solutions:

– Access

– Desktop

– Security

– Performance

– ThinClients

– Application Delivery

– Virtualisation

• Revenue: €80M (FY06)

Employess: 120

One of Europe’s leading Citrix Authorized Learning

Centers (CALC) and extensive portfolio of Citrix skills and

professional services

Creating Business Advantage (for you)

Positioning NSeries in IBM’s storage portfolio

- Andrew Fitzgerald

NSeries family overview and competitive advantage

- Matt Watts

Introduction to Registration System & focus - Chris Pickerill

Consolidating the Infrastructure, saving costs AND shortening the sales cycle

- Cam Merrett

Partnering with DNS for NSeries

1) Development of agreed NSeries Business Plan2) Use of experienced DNS “Quote/Config” team3) Access to existing DNS marketing campaigns

and team4) Access to DNS pre-sales expertise 5) Use of (preferential rate) of DNS post-sales6) Funding / support for NSeries development7) Benefit from DNS registered “Powernets”8) Support of key relationships (eg NetApps)9) Commitment to driving YOUR business

NSeries Business Plans

• The NSeries Plans would contain the following key information:-

– Owner of the NSeries 'number'/Business Plan within the Business Partner (eg Business Development manager)

– Certified people (Sales and Technical) or those people to be certified

– Chosen focus customers/markets for NSeries (eg from your existing customer base or specific verticals etc.)

– Suitable campaigns for chosen customer base (from above) INCLUDING DNS and BUSINESS PARTNER POWERNETS

– Key messages for chosen target markets, relevant to your skills and customers’ industry

– Timetable of agreed marketing campaigns, supported/provided by DNS and jointly executed/funded.

– Interlock with IBM, other parties (eg NetApps, Brocade) etc to underpin the business plan

– Action plan to execute with milestones, owner names/responsibilities/timescales.

– Agreed funding for plan execution (marketing activities etc.)

What to do next…?

• Fill-in your feedback form (and request mtg.)• Contact your DNS account manager• Contact Allister Richardson or myself Dominic Cole IBM Reseller Sales Manager, DNS dominic.cole@dnsarrow.co.uk dominic_cole@uk.ibm.com (07711) 058716 (020) 8818 4086

I hope that you found the day both useful and informative.

THANK YOU FOR COMING ….

IBM System Storage Infrastructure Solutions Strategies:

Information Lifecycle Management (ILM):Efficiently manage information throughout its lifecycle, relative to its business value and optimising cost:

Consolidate, Tiered Storage, Virtualise, Classify, InformationManagement, Archive and Data Retention, Compliance

Business Continuity (BC):Help assure business continuity, security and data durability:

Continuous availability, Rapid Recovery and Backup/Restore

Infrastructure Simplification (IS):Simplify the underlying IT infrastructure and its management to help lower cost and complexity while increasing your ability to respond to changing demands:

Consolidate, Virtualise and Automate

The IBM “Powernet” program

• Extend IBM (NSeries) solution offerings with approved/registered “3rd party applications”

• Provide enhanced rebate for selling “Powernet” solutions into “new” customers

• Registered DNS “Powernet” solutions are:-

– Decru (Data encryption for disk or tape)– WAFs solutions (Brocade Tapestry, Riverbed, Expand)– Kazeon (Data de-duplication) – eVault (Email Archiving)– Storage X (‘single name space’ – file virtualisation)

Value Products / Incentives

IBMFace to Face

Accounts

PartnerAccounts

ExistingCustomers

NewBusiness

Whitespace20% + 5%

De-Stack10%

Winback10%

IBM0%

Storage Value Products :DS8000, HE Tape, nSeries

PowerNet Programme

IBMFTF

Accounts

PartnerAccounts

ExistingCustomers

NewBusiness

WHITESPACE

‘WINBACK’

DE-STACK

IBM

SEGMENT COMPANIES COVERED

IBM Named existing IBM sector or SMB customers with Face to Face (FTF) sales coverage.

‘WINBACK’ Listed new business target accounts (Sector or SMB) with FTF IBM sales coverage.

DE-STACK Existing IBM customer managed by a BP, i.e. no direct IBM sales involvement

WHITE SPACE A potential customer who has never bought IBM HW, or has spent nothing with IBM on HW for at least three years.

N.B. Please confirm the relevant segment for your opportunities via the IBM Task ID

IBM’s perspective on data growth, storage challenges and trends facing customers.

Challenges

Trends

• Increasing costs

• Not meeting service levels or recovery targets

• Increased complexity

• Inflexibility leads to loss of business opportunities

• Lack of interoperability

• Not getting value out of the IT assets

• Treatment of storage as own discipline

• Information Lifecycle Management

• Tiering of storage

• Classes of service

• Virtualization

• Continuous availability

• Consolidation

• New applications

• Increasing regulatory mandates

• Organic growth

• Merger & Acquisitions

• Digital media (unstructured data)

• Document Mgmt

• Imaging

• Email & records retention

Explosive Data Growth