© 2008 ibm corporation ibm systems comprehensive data protection solution sales training may 2009...

© 2008 IBM Corporation IBM Systems

Comprehensive Data Protection Solution

Sales TrainingMay 2009

Solution includes FastBack, System x, and DS3000 Express

2 © 2008 IBM Corporation

System StorageTM

IBM Internal and IBM Business Partner Use Only

Agenda: Comprehensive Data Protection Solution

1) Selling the Comprehensive Data Protection Solution

2) End User Features and Benefits

3) Additional Resources

2


System StorageTM


Knowledge Check

How much do you know about FastBack?

1) Isn’t that an old style of Ford Mustang?

2) I’ve heard of it before

3) Pretty comfortable talking to customers about it

4) I have it installed on my home network


System StorageTM


Top Storage Priorities for 2009*

For mid-sized (to larger) companies, Remote data protection for remote/branch offices is one of the top 3 initiatives in 2009

4

*Enterprise Strategy Group – Jan 2009

In an era of shrinking budgets, these are areas where companies plan to spend.

Med-sized / Large Company

1) Storage virtualization (25%)

2) Data reduction technologies (24%)

3) Remote data protection solutions for remote/ branch offices (23%)

*Top Storage Priorities for 2009


System StorageTM


Comprehensive Data Protection Solution – Value for SMB

► Optimized for business resilience to support the highest service levels

● Meeting Service Level Agreement objectives and providing continuous 24x7 availability of valuable files – including email and mission critical application data

● The solution provides the power to quickly restore any amount of Windows data, anywhere in the organization, from any previous point-in-time, no matter what happens to cause a data loss.

● Data Protection Flexibility as a result of scheduled, frequent and continuous protection of data and applications from a single platform

● Instant Recovery even with the corruption or failure of the entire database as well as granular recovery i.e. from corruption or deletion of objects such as mailbox, mail message or databases instances


System StorageTM


Comprehensive Data Protection Solution – Value for SMB

► Flexible and scalable to support businesses as they change, grow, and innovate● Simplicity of Control – Intuitive interface allows for remote management of disk

based data protection with flexibility to control centrally● Scalable solution that allows for data growth providing capacity-on-demand ● High-Availability On-Demand – Near instant recovery enabling high application

availability with less hardware required

► For tight budgets, solution is designed to help business do more with less● Optimal Performance – Block-level incremental forever reduces storage and

eliminates backup windows while instant restore nearly eliminates downtime during recovery procedures


System StorageTM


Comprehensive Data Protection Solution – Components

• IBM Tivoli Storage Manager FastBack, for comprehensive, cost-effective data protection

• DS3000 offers excellent value for small and medium business –• Drive Intermix reduces CapEx by supporting primary and secondary (backup)

storage within the same enclosure.• The DS3000 offers easy of implementation and use with the award-winning

Storage Manager software. • DS3000 enables capacity-on-demand, up to 48 drives and the ability to grow with

the common architecture DS4000 / DS5000 systems

• High-performance System x design maximizes your IT investment

• Manage growth and risk for improved business availability with IBM X-Architecture® features

• Go green and save with new design and tools for optimized power management

IBM Implementation Services for Disk Systems IBM ServicePac for Remote Technical Support Services IBM Low Rate Financing options offer flexible payment plans,

fast approvals and a convenient single periodic payment for hardware, software & services


System StorageTM


Knowledge Check

FastBack supports which operating systems?

Microsoft Windows

Red Hat Linux

AIX

All of the above


System StorageTM


SMB Standalone Office FastBack

Server +Storage

ExchangeSQLFileVMware Servers

What You’ll Sell – SMB Backup and Recovery

Hardware:IBM System X ServerDS3000 Storage

Software:TSM FastBackTSM FastBack for ExchangeTSM Bare Machine Recovery


System StorageTM


Standalone Office Configuration - General Business - 4 Servers

TSM FastBack Protected Servers - Software Only Total Cores PVUs Price

2 SQL servers

FastBack

2 8 400 $ 2,200

1 Mail server 1 4 200 $ 1,100

1 File Server 1 4 200 $ 1,100

TSM FastBack for ExchangeExchange

1 4 200 $ 700 1 Exchange server

TSM FastBack Bare Machine RecoveryBMR

3 12 600 $ 1,800 3 Production servers (2-SQL + Exchange)

Total Software Price - 4 protected Servers $ 6,900

System x Servers Total Price

IBM System x3550 with 2.66GHz Intel Xeon Quad Core cpu, 2GB RAM (7978-BDx)

1 $2,529

2GB Memory Kit consisting of 2x1GB DIMMs - one kit per server (46C7418) 1 $169

146GB 10K 2.5" SAS Hard Disk Drive - two per server (43X0824) 2 $658

SAS HBA Controller - DS3200 Mod 22x storage unit (25R8060) 1 $199

Optional server accessories:

Redundant Power Supply (32R2815) $199

Remote Supervisor Adapter for remote management (39Y9566) $389

Storage Hardware Disk Systems Total Price

IBM System Storage DS3200 1 $4,495

1TB 7.2K 3.5" SATA Drives 3 $3,597

1m SAS cable 1 $119

Total - Hardware Price $11,766

Total - Software & Hardware Bundle Price $ 18,666


System StorageTM


Remote Office Consolidation Value

Improved data protection with a cost-effective, disk-based solution

Reduce recovery time objectives (RTO) and recovery point objectives (RPO)

Improved backup processes with automated backup in all offices, resulting in labor savings and reductions in data loss

Improved disaster recovery with the ability to remotely backup the remote offices to a central DR site or office.

Single vendor solution, single support structure to contact► “Sell our stuff with our stuff”


System StorageTM


Remote Offices (example: 5)

FastBackServer +Storage


What You’ll Sell – Remote Office Consolidation


Software for each office:TSM FastBackTSM FastBack for ExchangeTSM Bare Machine Recovery

FastBackServer +StorageWAN

Main Office/Data Center

Hardware:IBM System X ServerDS3000/4000/DS5000 Storage

Software:TSM FastBack


System StorageTM


SMB Standalone Office

FastBackServer +Storage


What You’ll Sell – SMB Backup and Recovery

FastBackServer +StorageWAN

Offsite Disaster Recovery


Software:TSM FastBackTSM FastBack for ExchangeTSM Bare Machine Recovery


Software:TSM FastBack


System StorageTM


Remote Office Configuration with DR/Consolidation - 5 Sites

TSM FastBack Protected Servers (Intel Xeon 4-way processors)

Total Cores PVUs Price

2 SQL servers at each site

FastBack

10 40 2000 $ 11,000

1 Mail server at each site 5 20 1000 $ 5,500

1 File Server at each site 5 20 1000 $ 5,500

1 FastBack server at each site 5 20 1000 $ 5,500

TSM FastBack for ExchangeExchange

5 20 1000 $ 3,500 1 Exchange server at each site

TSM FastBack Bare Machine RecoveryBMR

15 60 3000 $ 9,000 3 Production servers

Total Software Price - 20 protected Servers

$ 40,000


System StorageTM


System x Servers Total Price

IBM System x 3250 (dual-core, 3GB Memory, 2-73GB mirrored OS drives, iSCSI Controller to connect to DS3300-FTP Server at DR Site)

1 $2,700

IBM System x3550 with 2.66GHz Intel Xeon Quad Core cpu, 2GB RAM (7978-BDx) - FastBack Server at each site

5 $12,645

2GB Memory Kit consisting of 2x1GB DIMMs - one kit per server (46C7418) 5 $845

146GB 10K 2.5" SAS Hard Disk Drive - two per server (43X0824) 10 $3290

SAS HBA Controller - DS3200 Mod 22x storage unit (25R8060) 5 $995

Optional server accessories:

Redundant Power Supply (32R2815) $199

Remote Supervisor Adapter for remote management (39Y9566) $389

Total System x Servers $20,475


System StorageTM


Storage Hardware Disk Systems

Total Price

IBM System Storage DS3200 Dual Controller 5 $32,475

1TB 7.2K 3.5" SATA Drives 15 $17,985

1m SAS cable 10 $1,190

IBM System Storage DS3300 Dual Controller (DR Storage)

1 $7,495

1TB 7.2K 3.5" SATA Drives 12 $14,388

Total – Storage $73,533

Total - Software & Hardware Bundle Price

$

134,008


System StorageTM


Who you are competing against: Wins from Q4 2008 Software, Hardware & Services Value: $55,000 FastBack deal value: $10,000 Existing TSM customer: No – EMC Networker takeout What they liked about FastBack: Individual Mailbox Restore (IMR) Why they bought from IBM: BP Relationship & IBM Thought

Leadership Competitor displaced: EMC Country: USA Industry: Food Processing

Software, Hardware & Services Value: $20,000 FastBack deal value: $5,000 Existing TSM customer: Yes What they liked about FastBack: IMR & Search Why they bought from IBM: FastBack functionality for IMR Competitor displaced: Symantec Country: USA Industry: Services


System StorageTM

IBM Internal and IBM Business Partner Use Only18 7/25/2008

IBM to NetApp Mapping

Bare Metal Recovery

Data Protectionfor ROBO

Microsoft Exchange Granular Recovery

Disaster Recovery

TSM FastBack

TSM FastBack for Microsoft Exchange

TSM FastBack NetApp SnapMirror

NetApp OSSV / SnapVault + Appliance

No offeringTSM FastBack for Bare MachineRecovery

SnapManager for Exchange+ Single Mailbox Recovery

Storage System DS3000 FAS2000


System StorageTM

IBM Internal and IBM Business Partner Use Only19 7/25/2008

Bare Metal Recovery

Data Protectionfor ROBO

Microsoft Exchange Granular Recovery

Disaster Recovery

TSM FastBack

TSM FastBack for Microsoft Exchange

TSM FastBack EMC Business Continuity

EMC Networker + RepliStor or RecoverPoint

Indigo Stone HomebaseTSM FastBack for Bare Machine Recovery

Networker brick-level

IBM to EMC Mapping

Data Protectionfor ROBO DS3000 CX4 Model 120


System StorageTM


Who you are competing against: Wins from Q4 2008 Software, Hardware & Services Value: ESSO = $30M FastBack deal value: $244,000 Existing TSM customer: Yes What they liked about FastBack: DR Why they bought from IBM: TSM Customer looking for remote backup Competitor displaced: EMC Country: USA Industry: Financial Services

Software, Hardware & Services Value: $45,000 FastBack deal value: $23,000 Existing TSM customer: No What they liked about FastBack: IMR, Bare Machine Recovery (BMR) & LAN free backup Why they bought from IBM: Product features and relationship with BP Competitor displaced: CA ArcServe Country: Israel Industry: Defense


System StorageTM


Emphasize the Complete IBM Story Backup and Recovery are Mission Critical, and IBM is a trusted brand

Very important when budgets are tight

The Comprehensive Data Protection Solution is an exceptional value DS3000 is affordable with outstanding performance Direct attach, network or SAN, standard or virtual environments FastBack is easy to setup, configure and manage Fast, block level, policy based backup and recovery

Add value as your customer’s one stop shop: IBM Servers IBM DS3000 Storage IBM TSM Software IBM Services


System StorageTM


Remote Office(s)App / File / VMWare Servers

FastBackClients

HQ / Data Center

App / File / VMWare Servers

HQ / Data Center

App / File / VMWare Servers

TSMServer

TapeLibrary

DR Site

Mobile Users (CDP for Files)

Continuous data protection for mobile users Block Level Incremental Forever or CDP protection for Remote offices Industry leading tape support Broad OS platform support, Very large database (VLDB), application protection Superior scalability

FastBackServer

WAN

FastBackServer

For even greater levels of data protection…Add TSM and Tivoli CDP for Files – complements TSM FastBack!


System StorageTM


Business Impact of Xpress Restore and XRDR Optimal Performance = Huge $$$ Savings

Comparisons between traditional tape backup and FastBack: Measurements taken by a real customer in their environment

Description Tape FastBack Comments

Backup File/Print Server 16 hours 3 minutes Increased frequency from 1/wk to 6/day

Backup E-Mail Server 46 hours 2 minutes Increased frequency from 1/wk to 8/day

Recover SQL Table/Record

Impossible 5 minutes

Recover Individual E-Mail Impossible 5 minutesSame for calendars, contacts, tasks, etc.

Restore a File Server Volume

10-16 hrs. 6-10 min.

Restore SQL Server Volume

20-30 hrs. 6-10 min.

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Features and Benefits for Your Customers


System StorageTM


Knowledge Check

Why is FastBack a good solution for remote/branch offices?

1) It puts recovery responsibility in experienced IT hands

2) It consolidates multiple backup packages into a common one across all offices

3) It removes tape and the risk associated with tape based recovery

4) All of the above


System StorageTM


Comprehensive Data Protection Solution Benefits to the SMB & Remote Office► Key Benefit for SMB

● Primary site recovery; take tape out of the mix, increasing Recovery Time Objectives (RTO) and Recovery Point Objectives (RPO)

● Disaster recovery – move data offsite to ensure business continuity

► Key Benefit for Remote Office● Take tape out of the mix, increasing RTO and RPO● Centralize administration to the home office/data center● Reduce reliance on unskilled, on site staff

► Key Benefit for Both● Easy to administer, high performance, cost effective backup,

recovery and disaster recovery solution

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Backup and recovery + DR all in the same package


System StorageTM


TSM FastBack – Primary Site Recovery

Xpress Restore– Virtual Recovery for an entire volume► Mounts an entire volume to be recovered► Select any previous point-in-time (Recovery Point)► New volume becomes available within seconds► Read-write requests serviced by FastBack► Data is restored in the background to target disk

FastBack Xpress Mount – Recover files and folders► Opens an Explorer-like view into the FastBack repository► Simple ‘drag-and-drop’ operation► Recovers individual files and folders, from any point in time► Granular SQL and Exchange recovery: mail(box), contact, calendar + SQL

tables/records

Bare Machine Recovery – Restore an entire server► Restore the Operating System volume in < 1 hr► Any hardware platform (similar, dissimilar, virtual machine)

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System StorageTM


FastBack for Exchange

Windows Explorer-like GUI

E-mail messages & attachments

Folders

Contacts and calendars

Tasks and notes

Journal Entries

Mailboxes

Recover objects from corrupt EDBs

Supports Microsoft Exchange:200020032007

Provide object restores in minutes rather than hours, days

Helps administrator raise SLA’s by eliminating downtime

Item Level Recovery of E-Mail Data Objects


System StorageTM


Fast Restoration of Windows O/S Volumes

Takes less than an hour Full access within minutes

With Instant Restore technology, data volumes are made available as soon as the recovery process starts

Support for dissimilar hardware Recover on a similar server, to a

completely different server, or to a Virtual Machine

“N-to-1” standby server ratio: One standby server can provide

cover for many production servers

TSM FastBack for Bare Machine Recovery


System StorageTM


• Works Seamlessly in a Virtual Environment

• FastBack installed on individual virtual servers

• Can do bare machine recoveries of virtual servers to another virtual machine or to a physical machine

• Use to Bare Machine Recovery to migrate servers from physical machines to virtual machines

FastBack and Server Virtualization


System StorageTM


DS3000 Series has:► Simple management software, easy for novices► Intermix SAS and SATA drives for tiered storage► Up to 48 drives with 3 additional EXP3000 drive enclosures

DS3200 – Entry level, easiest to set up and deploy, little storage expertise required► SAS, supports up to 3 direct attached servers

DS3300 – IP based SAN, good solution where networks expertise is present.► iSCSI interface for simple, IP based SAN

DS3400 – for companies who have a Fibre network or want to start with DAS and move to Fibre as they grow► Fibre Channel interface SAN, SAS for Direct Attached

What storage for SMB/Remote Offices?


System StorageTM


Select a server to complement your solution

IBM System x 3550 1 or 2 Quad-Core Intel Xeon Processors Up to 32G high performance, new-generation memory Space saving 1U chassis

Features:• Reduced power usage• Optimized power management • Calibrated Vectored Cooling

…or select from a wide array of System x serversto better suit your needs:

System x Family Brochure


System StorageTM


Knowledge Check

FastBack is NOT good for which of the following solutions:

1) Instant recovery of Exchange emails

2) Long term archive

3) Recovery of deleted files or folders

4) Rebuilding a Microsoft server on a different physical or virtual machine


Additional Resources


System StorageTM


Sales Kit► https://www-304.ibm.com/jct09002c/partnerworld/wps/servlet/ContentHandler?contentId=kIzQv_RBSlA4MDADcnt&selectedTab=3#SKT

IBM Storage► http://www.ibm.com/systems/storage/disk/ds3000/► http://www.ibm.com/systems/storage/disk/ds4000/► http://www.ibm.com/systems/storage/disk/ds5000/

TSM FastBack► http://www.ibm.com/software/tivoli/products/storage/storage-mgr-fastback/► http://www-03.ibm.com/systems/storage/solutions/business_continuity/backup_restore/index.html

System Storage DS3200 & DS3400 Express► https://www-304.ibm.com/jct01005c/partnerworld/mem/strategy/smb_mktsell_dash_ds3200_3400.html

IBM System x 3550► http://www-03.ibm.com/systems/x/hardware/rack/x3550/index.html

IBM GTS ServicePac for Remote Technical Support:► Details on Pricing & HWD Coverage:

● http://www-935.ibm.com/services/us/index.wss/offering/its/a1000229

IBM GTS Implementation Services for Disk System ServicePac:► https://www-304.ibm.com/jct01005c/partnerworld/mem/services/us/ofimp25.html► Announcement letter 607-007, Product Number 6948-A07

IBM Know Your IBM Program:► https://www-304.ibm.com/jct01003c/partnerworld/pwhome.nsf/weblook/tac_hvenablement_kyi.html► KYI Rewards

● https://www-304.ibm.com/jct01003c/partnerworld/pwhome.nsf/weblook/tac_hvenablement_kyi.html

Resources


System StorageTM


Product datasheets and Whitepapers (use the external links for distribution outside of IBM) TSM FastBack Datasheet:

► External: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGE_TI_SG_USEN&htmlfid=TID14022USEN&attachment=TID14022USEN.PDF

► Internal: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGI_TI_SG_USEN&htmlfid=TID14022USEN&attachment=TID14022USEN.PDF

TSM FastBack for Microsoft Exchange Datasheet:► External: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGE_TI_SG_USEN&htmlfid

=TID14023USEN&attachment=TID14023USEN.PDF► Internal: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGI_TI_SG_USEN&htmlfid

=TID14023USEN&attachment=TID14023USEN.PDF

TSM FastBack for Bare Machine Recovery Datasheet:► External: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGE_TI_SG_USEN&htmlfid

=TID14024USEN&attachment=TID14024USEN.PDF► Internal: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGI_TI_SG_USEN&htmlfid

=TID14024USEN&attachment=TID14024USEN.PDF

TSM FastBack Center Datasheet:► External: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGE_TI_SG&htmlfid

=TIS14029USEN&attachment=TIS14029USEN.PDF► Internal: http://w3.ibm.com/sales/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGI_TI_SG&htmlfid

=TIS14029USEN&attachment=TIS14029USEN.PDF

Next-Generation Data Protection for Mid-Sized Companies Whitepaper:► External: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=sa&subtype=wh&appname=SWGE_TI_SG_USEN&htmlfid

=TIW14008USEN&attachment=TIW14008USEN.PDF► Internal: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=sa&subtype=wh&appname=SWGI_TI_SG_USEN&htmlfid

=TIW14008USEN&attachment=TIW14008USEN.PDF

Addressing the Complexities of Remote Data Protection Whitepaper:► External: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=sa&subtype=wh&appname=SWGE_TI_SG_USEN&htmlfid

=TIW14010USEN&attachment=TIW14010USEN.PDF► Internal: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=sa&subtype=wh&appname=SWGI_TI_SG_USEN&htmlfid

=TIW14010USEN&attachment=TIW14010USEN.PDF

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System StorageTM


Configurations

https://www-304.ibm.com/jct09002c/partnerworld/wps/servlet/RedirectServlet?cmsId=B354721K34790G26&attachmentName=FastBackSystemxDS3000ConfigurationsFINAL.xls


Backup Slides


System StorageTM

IBM Internal and IBM Business Partner Use Only39

Deployment in a Virtualized Environment

VM1

C

DC

VM2

ServiceConsole

Xpress Restore Server

XpressRestoreClient

ESX Server

D

EXpress RestoreClient

Xpress Restore Client installed on each guest OS Can perform block level incremental forever backup for applications and files

The ESX Server CPU is not over loaded with long backup windows from multiple virtual systems Can Also deploy Xpress Restore

Server in a Virtual Machine

Virtualization techniques like VMWare place extra burden upon individual applications and fileservers. These servers can ill-afford additional workloads introduced by backup.

Block-level incremental addresses this by virtually eliminating the backup window and load on the CPU.


System StorageTM


What are the main features of the Comprehensive Data Protection Solution ?

• TSM FastBack offers disk-based, block-level, incremental backup technology which improves recovery point objectives (RPO) through continuous data protection (CDP) with very little impact on production servers

• Policy engine allows you to balance recovery requirements with the costs of storage and bandwidth on a per-application basis.

• Broad base of fast recovery tools for outstanding recovery time objectives (RTO) - Instantly recover files, folders, volumes, and entire systems

40


System StorageTM

IBM Internal and IBM Business Partner Use Only41

The Bulls-eye Target Audience Profile SMB with Tape Based Backup and Recovery

Data Centers and Remote Branch Offices with Windows Servers

Mission Critical Exchange, SQL, Oracle, File & print, etc.

Looking for a Recovery Solution

Look for these Hot Buttons

>3 = PURCHA$E!– Has Backup window issues – May also want to eliminate tape at data center, branches, or both

– Needs better Recovery Points (Recovery Point Objectives - RPO)

– Needs better Recovery times (Recovery Time Objectives - RTO)

– Disaster Recovery - Replication to data center for consolidation (remotes/branches)

– Bare Machine Recovery (BMR) – Get crashed server(s) back up quickly

– Granular Recovery – IMR or Individual Mail Recovery –

– Has large volumes on critical servers (i.e.. SQL, Exchange, File server, others)

– Migrating legacy servers to new hardware

– TSM Shop – True Blue, and desires better recovery on critical Windows servers

– Has experienced recent, painful (failed) restore on Windows platform


System StorageTM


Who you are competing against: Wins from Q4 2008 Software, Hardware & Services Value: tbd FastBack deal value: $240,000 Existing TSM customer: Yes What they liked about FastBack: Instant Restore & BMR Why they bought from IBM: Excellent Pre-Sales work Competitor displaced: Legato Country: Brazil Industry: Banking

Software, Hardware & Services Value: $50,000 FastBack deal value: $14,500 Existing TSM customer: No What they liked about FastBack: Remote Office/Branch Office (ROBO) Disaster Recovery Why they bought from IBM: Best replication @ lowest cost Competitor displaced: NetApp, Symantec Country: USA Industry: Manufacturing

© 2008 ibm corporation ibm systems comprehensive data protection solution sales training may 2009...

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