© copyright ibm corporation 2010 ibm systems and technology group for ibm and bp use only start...

© Copyright IBM Corporation 2010

IBM Systems and Technology Group

For IBM and BP Use Only

Start your New Year off with a Bang!

STG Sales Play Activation Guide for the

Protect More Store Lessfor Midmarket Sales Play

1st Half 2010

For IBM and IBM BP Use Only© Copyright IBM Corporation 2010 2

Table of Contents

Purpose of the STG Sales Play Activation Guide

Play overview: Protect More Store Less for Midmarket Providing value to the customer Reasons of call Call to action and resources Building your customer story Building your 60 second elevator pitch Play summary


STG Sales Play Activation Guide

Purpose: give sellers easy to read, easy to follow instructions on play execution enabling them to quickly get off and running

What is it: A single package of key seller “how to execute” information for each play including:

1) where to win with the play

2) how this play provides value to your customer and helps overcome CFO hurdles

3) 3 reasons of call for you to use in contacting customers

4) 3 steps in developing the elevator pitch with content provided for this play

5) 4 steps in developing the customer story with content provided for this play

6) IBM and BP links to key resources

7) play summary (mini Quick Reference Guide)


Play Overview:

The objective of this play is to establish an IBM disk storage footprint in competitively installed (EMC, Hitachi and HP) customers. IBM has cutting edge, highly differentiated storage offerings; DS5020, ProtecTIER Deduplication and SVC with IBM disk storage that lower customer costs and improves efficiency

Customer Pain Points:

Cut cost – store more data on less infrastructure and decrease energy consumption

Protect data – reduce the time it takes to backup and archive data, so that its better protected

Increase productivity – simplify management of the information infrastructure to increase administrator productivity

Where to Win – Competitive accounts with need for data storage, cost reduction and increased backup speedsThe ideal platform to penetrate into competitive accounts with DS5020 and SVC

Lower storage acquisition costs by up to 70%, but reduces energy, cooling, floor space, management and maintenance costs Up to 57% reduction in infrastructure costs when using iSCSI and FC for production and secondary storage. Combing with SVC,

consolidation and tiering of storage is addressed and customers can discover up to 30% of additional available capacity. Also they will be able to locate less active data on lower cost storage

Increase speed of backup operations and recover data more quickly

Reduces cost of backup infrastructure (infrastructure and media). Deduplication technologies can provide up to 25 times storage capacity reduction

Inline processing performs at speeds up to 1000 MB/sec

Protect More Store Less - Midmarket

This play targets competitive and existing DS4000 customers including those with multi vendor environments and or need for large amount of backup data requirements. Leverage the superior performance and scalability of IBM System Storage DS5020 as well as SVC’s ability to provide superior features with DS5020 disk, This play also leverages ProtecTIER ability to provide industry leading de-duplication performance and data reduction


Lower storage needs Reduce 25TB of data into 1TB of storage capacity, 9x faster than any other

solution in the market with innovative ProtecTIER data deduplication appliances.

Simplify storage capacity deployment and managementPay as you grow scalability , reduction of storage power, cooling and operating

costs with DS5020 Express storage system for open environments (non-mainframe).

Smart storageVirtualize your existing storage systems (IBM, EMC, HP, Hitachi and more),

increase utilization by more than 30% and save up to 50% in administration and management costs with SAN Volume Controller (SVC).

NEW DS5020 Express &

Other Key Offerings for Midmarket

Intelligent cost reduction Not only lowers storage acquisition costs by up to 70%, but reduces energy,

cooling, floor space, management, support and maintenance costs. Reduces cost of backup infrastructure (such as reducing downtime and time

spent managing and supporting systems).

Swift payback on investments & strong ROI Reduces cost of backup infrastructure (infrastructure and media). 20-50% saving in infrastructure cost over a period of time through

virtualization and thin provisioning and immediate savings and rapid ROI, usually less than 12 months

NEW DS5020 EXPRESS

The DS5020 Express: Next generation disk storage architecture designed to eliminate the complexity of administration and management of tiered storage

FDE drives for security enhancement without performance penalties

These Key Offerings Also Help Provide Superior

Solution

ProtecTIER: Deduplication technologies can provide up to 25 times storage capacity reduction.

Inline processing performs at speeds up to 1000 MB/sec.

SAN Volume Controller Entry Edition with IBM disk: Allows customers freedom of storage choice without being locked into one vendor’s technology

NEW DS5020 EXPRESS

The DS5020 Express: Next generation disk storage architecture designed to eliminate the complexity of administration and management of tiered storage

FDE drives for security enhancement without performance penalties

These Key Offerings Also Help Provide Superior

Solution

ProtecTIER: Deduplication technologies can provide up to 25 times storage capacity reduction.

Inline processing performs at speeds up to 1000 MB/sec.

SAN Volume Controller Entry Edition with IBM disk: Allows customers freedom of storage choice without being locked into one vendor’s technology

Providing value to your customer

Meeting CFO Requirements in Today’s Economic Environment:

Customer Benefits


Reasons of Call

1) Reduce your monthly IT operations costs (with DS5020 and disk)

2) Improve Storage utilization and management (with SVC)

3) Recover data more quickly (with ProtecTIER)

Lower acquisition, support and operational costs with exceptional performance and capabilities for growth and consolidation/virtualization

Example: Due to it is a new product there are no yet available references for DS5020, but we can look into a reference for the family of this product:

“Choosing IBM as our vendor for servers and storage was the best decision I’ve made for SECAR”

Petr KrstevIT administrator for SECAR

Improve underutilized storage resources and environmental complexity

Example:“With the SVC, we can do all the maintenance we need to do during normal business hours. It has allowed us to virtualize the disk array the way VMware allowed us to virtualize our servers." William StillwellSystems Architect, Able Body Labor

"We’ve seen a dramatic improvement in disk performance" ,"We needed to get organized on the backend so we could enable competitive advantages for the business, the IBM storage solution has allowed us to do that.”Paul ZimorskiCIO , Able Body Labor

Increase speed of backup operations and recover data more quickly

Example:“Quality of service to users is much better. Before ProtecTIER, we had to spin tapes or request off-site tapes, which took two to four hours at best. Now, the typical restore request takes five minutes.”

Karl BarthDirector of Systemsand Operations, Fox ChaseCancer Center


This Sales Play(with Quick Ref

Guide)

Key Links

BP links to Quick Proposals for: DS5020, ProtecTIER, SVC BP link to Financial Selling Module (FSM) Sales Kit (individual FSM for this play will be available at this link 1Q10)

IBM links to Quick Proposals for: DS5020, ProtecTIER, SVC IBM link to Financial Selling Module (FSM) Sales Kit (individual FSM for this play will be available at this link 1Q10)

Call to Action Review competitive accounts where opportunities

meets the profile below:– With disk storage from multiple vendors

supporting open environments with few or no IBM disk systems

– Experiencing rapid growth of storage requirements– Recently consolidated server environment, Using

server virtualization like VMware– Have tight windows to conduct backups– Planning to deploy new applications that have

large storage needs (SAP, Healthcare PACS, etc) Week 2 – Identify

Week 3 / 4 – Call on customersQuick Proposals are available for:DS5020 (IBM / BP), ProtecTIER (IBM / BP), and SVC (IBM / BP)

Educate yourself on how you can help customers with a swift ROI and take advantage of the loyalty programs (slide 12 has IBM & BP links to ROI / TCO tools in “Sales Enablement for Sellers”)- During week 3

Close opportunities focusing on the competitive advantages of IBM- During week 4 / 5

OI Targeted Areas Competitive accounts especially EMC for IBM

disk solution with open environments with few or no IBM disk systems and accounts looking for a fast backup solution for 3+TBs per night of data backups

Call to Action

Other Available Resources

DS5020Sales Kit

ProtectTIER Deduplication

Sales Kit

IBM

BP

Sales Kits (with sales resources) for SVC

Sales Kit

(icons are hotlinks )


Protect More Store Less – customer ‘story’ (cont’d)

What is the reason for the call? Why are you asking the customer for time? Have you heard about IBM’s new DS5020 Express and SVC? Do you know that you can discover up to 30% of additional available capacity with

these offerings? Did you know that you can increase your backup peed while reducing the cots? What is the IBM value that we will bring to the customer?

20-50% saving in infrastructure cost over a period of time through virtualization and thin provisioning and immediate savings and rapid ROI, usually less than 12 months

Bring this value to a TCO / Cost savings value prop lowers storage acquisition costs by up to 70%, but reduces energy, cooling, floor space, management, support and maintenance costs With ProtectTIER store up to 25 times or more data on disk. 250TB reduced to only 10TB with enterprise class data integrity. Also, reduce backup

and restore times. High speed inline data deduplication at up to 1000MB/sec or more What is the offer? Have one ready.

The WW STG Migration Factory can help customers reduce the risk of transferring competitive environment to IBM and/or IBM-to-IBM environments to consolidate their workload. The program provides various cross-platform assistance / funding offerings for providing TCOs, Studies, Migration/SCON assessments and/or proof-of-concepts. The WW STG Migration Factory – Storage Sales kit ( IBM / BP) has additional information including contacts. WW contact is Donnella Wills, Sr. Program Manager, WW STG Migration Factory at [email protected]

TCONow or Alinean or other financial tool example done to show independent proof points (links on slide 9) Pre-prepare IBM Competitive value prop

50% efficiency improvement as a result of Reduction in storage management and administration cost by combining DS5020 with SVC With ProtectTIER store up to 25 times or more data on disk. 250TB reduced to only 10TB with enterprise class data integrity. Also, reduce backup

and restore times. High speed inline data deduplication at up to 1000MB/sec or more

What is the customer thinking? What is their perception of IBM? Customer might be thinking that the DS5020+SVC platform is not strategic, but the new next generation DS5020 hardware and the robust roadmap

is a testament to our long-term strategy to invest in this program to address the needs of our most demanding clients Use your prepared set of value propositions and Alinean (or other tool) output. Use business language to describe

the benefits. The new DS5020 incorporate Power6 technology to dramatically improve system performance providing an opportunity for customers to reduce

floor space, power and management complexity while improving service levels and securing data with Full disk encryption. DS5020 combined with SAN Volume Controller solution, will allow to improve the utilization of storage through virtualization. When virtualization is

done, consolidation and tiering of storage is addressed and customers can discover up to 30% of additional available capacity. \ All technology must be discussed in terms of business benefits. Use real-life analogies to explain technology.

Avoid specifications.

1. Preparation: What is the reason we are calling on the customer?1. Preparation: What is the reason we are calling on the customer?

2. Setting up the customer visit / call: the value proposition and being valued as a partner.2. Setting up the customer visit / call: the value proposition and being valued as a partner.


Protect More Store Less – customer ‘story’ (cont’d)

Have printed TCONow or Alinean or other TCO tool results for each of the offerings to show real dollar savings. They may not be the customer’s exact environment but will help prove your point. Doing this gest the customer involved in the process and therefore increases the chances of success.

– The IBM System Storage DS5020 storage system is a next generation disk storage architecture designed to eliminate the complexity of administration and management of tiered storage. FDE drives for security enhancement without performance penalties

– ProtectTIER Deduplication technologies can provide up to 25 times storage capacity reduction with Inline processing performs at speeds up to 1000 MB/sec.

– SAN Volume Controller Entry Edition with IBM disk allows customers freedom of storage choice without being locked into one vendor’s technology.

– For Storage sellers there is a TCOnow tool which includes the DS5020 Express and other tools. The TCONow tool is an easy-to-use tool that can compare the TCO of IBM disk vs. the competition in minutes. Links to TCONow and other TCO/ROI tools are::

3. It’s all about saving money -- direct and TCO savings.3. It’s all about saving money -- direct and TCO savings.

O IBM links for Storage ROI/TCO Tools are: O BP links for Storage ROI/TCO Tools are:

O DS5020 Express: TCONow O DS5020 Express: TCONow

O ProtecTIER: IBMer TCO Tool O ProtecTIER: BPs TCO Tool

O SVC IBMer TCO Tool O SVC BPs TCO Tool

O IBM link for Alinean Tool (IBM ServerConsolidation Evaluation Tool by Alinean –aka Alinean tool) is:

O BP link for Alinean Tool (IBM Server Consolidation Evaluation Tool byAlinean –aka Alinean tool) is:

https://roianalyst.alinean.com/ibm/Welcome.do 1) Business Partners send an e-mail with contact information to [email protected] for a user id and password.

2) Once received, go to: https://roianalyst.alinean.com/ibm/Welcome.do


Protect More Store Less – customer ‘story’

IBM is unique. tell the customer why.– DS5020 Built-in efficiencies lower acquisition and operational costs– DS5020 Intermixing FDE, FC, SATA drives lower up to 25% enclosure costs– IBM deduplication can reduce backup storage requirements by up to 25:1– IBM deduplication up to 10x improvement in backup and recovery time enabling the customer’s to consistently meet SLA’s– Improve storage utilization giving the possibility to use capacity on multi disk arrays on same server

Offer to help with their business case, create an effective ROI case for your clients based on customer TCO/ROI tools listed in part 3 (found on the previous slide).

Use resources such as analyst whitepapers to support claims on savings, etc. .– Sales Portals for IBM & BP Sellers: DS5020 competitive response Protect Tier Value Proposition SVC Benefits

– Whitepaper (IBMers & BPs): DS5020 solution for Exchange

TotalStorage/System Storage case studies can be found by clicking here– St Paul Travelers UK: “The IBM solution is already saving administrative time and effort, freeing up the team and enabling us to be more

proactive, and has made it much easier to perform capacity planning for the future.” – Trowers & Hamlins selects Tectrade for its innovative IBM SAN solution :Trowers & Hamlins worked with Tectrade to implement two SANs

based on IBM hardware and software, one for production systems and the other at the company's disaster recovery site. IBM SAN Volume Controller provides asynchronous data replication between the two sites.,”

4. The “Final Blow”: be different from Competition; offer help to the customer.4. The “Final Blow”: be different from Competition; offer help to the customer.


60 Second Elevator Pitch

By combining DS5020 with SVC, customers can reduce storage acquisition costs, energy costs, cooling, floor space, management, support and maintenance costs. It is possible to achieve up to 50% efficiency improvement as a result of reduction in storage management and administration cost.

With ProtectTIER store up to 25 times or more data on disk. 250TB reduced to only 10TB with enterprise class data integrity. Also, reduce backup and restore times. High speed inline data deduplication at up to 1000MB/sec or more

IBM offers industry leading next generation data storage (DS5020), storage virtualization and management technology (SVC) and data reduction/deduplicaiton technologies (ProtecTIER) at an attractive price for mid market customers.

When would be a good time for us to get together and discuss evaluating your IT infrastructure to determine where best to implement these solutions so that you can start saving money today?

2. Use real dollar amounts and factoids.2. Use real dollar amounts and factoids.

3. What will the customer remember from your call? / Next Step3. What will the customer remember from your call? / Next Step

1. You have 10 seconds to get their attention.1. You have 10 seconds to get their attention.

Did you know the new System Storage DS5020 Express lowers storage acquisition costs by up to 45%, but reduces energy, cooling, floor space, management, support and maintenance costs? Customers can discover up to 30% of additional available capacity by virtualizing their environment by combining DS5020 Express with SVC

Did you know that you can reduce cost of backup operations and increase speed of backup operations with ProtecTIER?

121Q10 STG Sales Play Concepts For IBM and IBM BP Use OnlyLinks work in slide show mode

STG / WW: Harold Pike – [email protected] Initiative

GB MM

Play Overview:Displace competitors with IBM storage technology which offers lower TCO, can reduce overall infrastructure

and/or have an ROI in less than 12 months! The objective of this play is to establish an IBM disk storage footprint in competitively installed (EMC,

Hitachi and HP) customers. IBM has cutting edge, highly differentiated storage offerings; DS5020, ProtecTIER Deduplication and SVC with IBM disk storage that lower customer costs and improves efficiency.

Customer engagements are for $50,000 of revenue and up.

What to look for – Target Audience and “typical" Customer Profile:LE or MM customers with disk storage from multiple vendors, open environments (non-mainframe) with little or no existing IBM disk storage

Rapid growth of data storage requirements and or consolidated environments.Concern over tight processing windows for backup (3TBs per night of data backups)

New applications planned or being implemented that drive significant storage growth (SAP, Healthcare PACS, etc.)

Target Partner Profile: IBM Systems and Technology authorized Resellers (SP/1, SP/2, etc.)

BP Value Proposition:Executing this play will provide Business Partners with a means of growing their customer base, revenue, and profit margins by penetrating accounts where

they have not been successful in the past. This play provides compelling value to the customer and offers opportunities for business partners to sell their consulting, implementation services.

Customer Pain Points: Cut cost – store more data on less infrastructure and decrease energy consumption

Protect data – reduce the time it takes to backup and archive data, so that its better protected

Increase productivity – simplify management of the information infrastructure to increase administrator productivity

Value Proposition CIO / LOB:Lower storage needs Reduce 25TB of data into 1TB of storage capacity, 9x faster than any other solution in the market with innovative ProtecTIER data deduplication appliances.

Simplify storage capacity deployment and managementPay as you grow scalability, reduction of storage power, cooling and operating costs with DS5020 Express storage system for open environments (non-mainframe).

Smart storage strategyVirtualize your existing storage systems (IBM, EMC, HP, Hitachi and more), increase utilization by more than 30% and save up to 50% in administration and management costs with SAN Volume Controller (SVC).

Value Proposition CFO:Intelligent cost reductionNot only lowers storage acquisition costs by up to 70%, but reduces energy, cooling, floor space, management, support and maintenance costs.

Reduces cost of backup infrastructure (such as reducing downtime and time spent managing and supporting systems).

Swift payback on investments & strong ROIReduces cost of backup infrastructure (infrastructure and media).20-50% saving in infrastructure cost over a period of time through virtualization and thin provisioning and immediate savings and rapid ROI, usually less than 12 months.

Offering Overview:DS5020 Express – next generation disk storage architecture designed to eliminate the complexity of administration and management of tiered storage and information lifecycle management yielding a lowered TCO especially in consolidated environments.

ProtecTIER Deduplication appliances – meets the disk-based data protection needs of the enterprise data center while enabling significant infrastructure cost reductions. The solution offers high-performance in-line data de-duplication.

SVC is designed to virtually consolidate capacity from different storage systems, help provide common copy functions and enable data movement without server disruption, while supporting management of diverse storage from a single point.

Customer Incentives / Offers:POCs, Migration Assistance, Storage Assessments, Discount on Softek and Novus. Customer loyalty program on DS5020 express

IGF Economic Stimulus Package

Sales Enablement for BP Sellers: Play Sales Kit, Financial Selling Module - TBDQRG

DS5020: Sales Kit ProtecTIER: ProtecTIER BP Sales KitSAN Volume Controller: SVC BP Sales KitQuick Proposals: DS5020, ProtecTIER, SVC

ROI/TCO Tools for BP Sellers:DS5020 Express: TCONowProtecTIER: BPs TCO ToolSVC: BPs TCO Tool

Sales Enablement for IBM Sellers:Play Sales Kit, Financial Selling Module - TBDQRG

DS5020: Sales Kit ProtecTIER: ProtecTIER TS7650 Internal Sales KitSAN Volume Controller: SVC Internal Sales KitQuick Proposals: DS5020, ProtecTIER, SVC

ROI/TCO Tools for IBM Sellers:DS5020 Express: TCONow ProtecTIER: IBMer TCO ToolSVC: IBMer TCO Tool

OI: BPs OO: BPs

111309

Protect More. Store Less. – Midmarket (page 1 of 2)

131Q10 STG Sales Play Concepts For IBM and IBM BP Use OnlyLinks work in slide show mode

Competitive Initiative

Align to Strategic Initiatives: Competitive

Align to Sales Programs: Blue Razor / Migration Factory

Seller Call-to-Action: Review competitive accounts where opportunities meets the profile below and use the Sales Play materials to move customer through the sales cycle.

CFO, CIO, VP of IT of LE/MM customers: With disk storage from multiple vendors supporting open environments with few or no IBM disk systems

Experiencing rapid growth of storage requirementsRecently consolidated server environment, Using server virtualization like VMware

Have tight windows to conduct backupsPlanning to deploy new applications that have large storage needs (SAP, Healthcare PACS, etc)

Detailed Offerings:Storage and data protection for VMware, UNIX, Linux and Windows application environments.

DS5020 ExpressNext generation disk storage architecture designed to eliminate the complexity of administration and management of tiered storage

Mixed workload performance yielding a lowered TCO especially in consolidated environments FDE drives for security enhancement without performance penalties

ProtecTIERDeduplication technologies can provide up to 25 times storage capacity reduction.Inline processing performs at speeds up to 1000 MB/sec.

SAN Volume Controller Entry Edition with IBM diskBased on market leading SVC with over 15,000 engines shipped.Allows customers freedom of storage choice without being locked into one vendor’s technology.GTS Migration Services for Data - Helps with project planning, management and technical migration assistance:IBM BP

Market Insights:DS5020IBMers: DS5020 BPs: DS5020

ProtecTIERIBMers: ProtecTIERBPs: ProtecTIER

SAN Volume ControllerIBMers: SVCBPs: SVC

Marketing Support:NEW – IBM DS3000 / 4000 / 5000 Series Portal

Education Plans:DS5020 Technical CertificationEducation materials are available on product sales kits and IBM DS3000 / 4000 / 5000 portal

Average Deal Size:The deal size is $50,000 or greater depending on the size and scope

It is not uncommon to have deals based on these products to be >$100,000’s dollar sales because of the other IBM offerings which can be attached to these sales. Softek data migration services, Novus consulting, Tivoli storage management and security products, deployment, installation, configuration services, ongoing maintenance software revenue streams.

DS5020 ExpressIBMers: DS5020BPs: DS5020

ProtecTIERIBMers: ProtecTIERBPs: ProtecTIER

SAN Volume ControllerIBMers: SVCBPs: SVC

How to Measure Success:By the penetration in competitive accounts and win-back sales based on these 3 product technologies.

Customer References:DS5000 References (IBM)

DS5000 Case Studies (IBM)

SAN Volume Controller – Able Body Labor

SAN Volume Controller – Franklin Covey

Translation: This play is not going through the CE super module process at this time for faster delivery. Each geography will be responsible for localization.

STG / WW: Harold Pike – [email protected]

GB MM111309

Protect More. Store Less. – Midmarket (page 2 of 2)


This document was developed for IBM offerings in the United States as of the date of publication. IBM may not make these offerings available in other countries, and the information is subject to change without notice. Consult your local IBM business contact for information on the IBM offerings available in your area.

Information in this document concerning non-IBM products was obtained from the suppliers of these products or other public sources. Questions on the capabilities of non-IBM products should be addressed to the suppliers of those products.

IBM may have patents or pending patent applications covering subject matter in this document. The furnishing of this document does not give you any license to these patents. Send license inquires, in writing, to IBM Director of Licensing, IBM Corporation, New Castle Drive, Armonk, NY 10504-1785 USA.

All statements regarding IBM future direction and intent are subject to change or withdrawal without notice, and represent goals and objectives only.

The information contained in this document has not been submitted to any formal IBM test and is provided "AS IS" with no warranties or guarantees either expressed or implied.

All examples cited or described in this document are presented as illustrations of the manner in which some IBM products can be used and the results that may be achieved. Actual environmental costs and performance characteristics will vary depending on individual client configurations and conditions.

IBM Global Financing offerings are provided through IBM Credit Corporation in the United States and other IBM subsidiaries and divisions worldwide to qualified commercial and government clients. Rates are based on a client's credit rating, financing terms, offering type, equipment type and options, and may vary by country. Other restrictions may apply. Rates and offerings are subject to change, extension or withdrawal without notice.

IBM is not responsible for printing errors in this document that result in pricing or information inaccuracies.

All prices shown are IBM's United States suggested list prices and are subject to change without notice; reseller prices may vary.

IBM hardware products are manufactured from new parts, or new and serviceable used parts. Regardless, our warranty terms apply.

Any performance data contained in this document was determined in a controlled environment. Actual results may vary significantly and are dependent on many factors including system hardware configuration and software design and configuration. Some measurements quoted in this document may have been made on development-level systems. There is no guarantee these measurements will be the same on generally-available systems. Some measurements quoted in this document may have been estimated through extrapolation. Users of this document should verify the applicable data for their specific environment.

Special notices


IBM, the IBM logo, ibm.com AIX, AIX (logo), AIX 6 (logo), AS/400, BladeCenter, Blue Gene, ClusterProven, DB2, ESCON, i5/OS, i5/OS (logo), IBM Business Partner (logo), iSeries, IntelliStation, LoadLeveler, Lotus, Lotus Notes, Notes, Operating System/400, OS/400, PartnerLink, PartnerWorld, PowerPC, pSeries, Rational, RISC System/6000, RS/6000, THINK, Tivoli, Tivoli (logo), Tivoli Management Environment, WebSphere, xSeries, z/OS, zSeries, AIX 5L, Chiphopper, Chipkill, Cloudscape, DB2 Universal Database, DS4000, DS6000, DS8000, EnergyScale, Enterprise Workload Manager, General Purpose File System, , GPFS, HACMP, HACMP/6000, HASM, IBM Systems Director Active Energy Manager, iSeries, Micro-Partitioning, POWER, PowerExecutive, PowerVM, PowerVM (logo), PowerHA, Power Architecture, Power Everywhere, Power Family, POWER Hypervisor, Power Systems, Power Systems (logo), Power Systems Software, Power Systems Software (logo), POWER2, POWER3, POWER4, POWER4+, POWER5, POWER5+, POWER6, POWER6+, System i, System p, System p5, System Storage, System x, System z, Tivoli Enterprise, TME 10, Workload Partitions Manager and X-Architecture are trademarks or registered trademarks of International Business Machines Corporation in the United States, other countries, or both. If these and other IBM trademarked terms are marked on their first occurrence in this information with a trademark symbol (® or ™), these symbols indicate U.S. registered or common law trademarks owned by IBM at the time this information was published. Such trademarks may also be registered or common law trademarks in other countries. A current list of IBM trademarks is available on the Web at "Copyright and trademark information" at www.ibm.com/legal/copytrade.shtml

UNIX is a registered trademark of The Open Group in the United States, other countries or both. Linux is a registered trademark of Linus Torvalds in the United States, other countries or both.Microsoft, Windows and the Windows logo are registered trademarks of Microsoft Corporation in the United States, other countries or both.Intel, Itanium, Pentium are registered trademarks and Xeon is a trademark of Intel Corporation or its subsidiaries in the United States, other countries or both.AMD Opteron is a trademark of Advanced Micro Devices, Inc.Java and all Java-based trademarks and logos are trademarks of Sun Microsystems, Inc. in the United States, other countries or both. Other company, product and service names may be trademarks or service marks of others.

Special notices (cont.)

STG Sales Play Activation Guide for theProtect More, Store Less Midmarket Sales Play

Harold PikeTSO03095-USEN-00

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