© 2014 International Business Machines Corporation1

Storage Channel Sales BootCamps

Plenary in English or GermanBreakout session in English or German

IMT session in local language

Day 1 - Storage Fundamentals - all(30 min) IBM Storage Technology Overview - (New) Storage Architectures (Software-Defined Storage, Storage Cloud, Grid)(60 min) IBM Storage Basics - Storage Functionality, Storage Management(60 min) IBM Storage Systems - Storwize, XIV, DS8k, Flash(45 min) IBM Elastic Storage and software-defined environments - where to use them, how to recognize opportunities(30 min) What is GPFS, what is GSS? Why GSS on p?(30 min) OpenStack and IBM storage options(30 min) Architecture considerations: Reasons to offer SAN vs. NAS(30 min) SVC for software-defined environments, combination with TPC as Virtual Storage Center (Demo)(20 min) SVC Stretched Cluster vs the competition(20 min) IBM Storage Technology Roadmap

Day 2 - Sales Track (before lunch) Day 2 - Technical Track (before lunch)(60 min) Tools that help you sell Storage (90 min) IBM FlashSystem as an Application Accelerator - Competitive tools - IBM FlashSystem technology (inkl V840) - Techline - FlashSystem integration & implementation - ESCC Offerings - Overview IBM SANVolumeController with techn. features

and Live Demo - GUI & LUN management Flash & SVC - Demo Facilities - Develop and analyse database reports and statistics

(DB2, AWR) and some possible outcomes - Butterfly - Discussion / Q&As - Mobile apps (SellIT, FindIT) (90 min) IBM Next Generation Storwize V7000, V7.3 - misc resources - Overview Storwize Family(60 min) Value Selling / Financial Selling - V7000 Next Generation Technical Introduction - how to translage technical benefits into business value - V7.3 Code Enhancements and New Features - how to use TCO and ROI - Storwize Roadmap(20 min) Further Sales Education for BPs - Live RemoteDemo (see --> Business Partner Storage Enablement Roadmap) - Discussion / Q&As

Day 2 - IMT Storage Brand & BP Interlock (after lunch)  

(60m) Local storage brand / channel team introduction (org charts, roles and responsibilities, etc.)(30m) Outline channel programs & promotions(60m) Share local sales approaches and success stories(60m) Discussion / Q&A

• Objective : 1 - Rapidly enable our new additional storage channel sellers2 - Rapidly connect new sellers with IBM local Storage team

• Format : a 2-days event, in 8 European IMTs

• Event Organization - ESCC / Mainz* Provide a list of potential dates for selection / booking* Deliver Workshop & Demos

- IMT Channel Sales Leader* Define Date workshop with Mainz* Participant invitation and enrollment* Process compliance, CTEBA (Education call organized)* Room booking & Catering* Organization of local speakers

• Budget* Event delivery : 9.3K per IMT. IOT funded directly to Mainz* Speaker Travel : Sales IOT funded* Room/Catering: 3k, transferred directly to the IMTs

• Contacts : * ESCC Mainz: Sandra Martin/Germany/IBM@IBMDE* IOT Storage: Steffen Noevig1/Germany/IBM