1

Joshua Jankowsky DCG Tools and Configurators | April 2017

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My Goals For You After Leaving This Session

You Should Know How To:

1. Correctly Position Lenovo DCG products against the competition

2. Get familiar with our Data Center product portfolio

3. Find pre-sales technical / compatibility information quickly

4. Know the configuration tools we provide and know which one to use

5. Demonstrate Lenovo’s XClarity Management tool

3 3

Competitive Positioning Know what you are up against…

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Server Competitive Landscape

Family Lenovo HPE Dell Cisco

Entry 1P Tower TS150 ML10 G9 T130

Mainstream 1P Tower TS460 ML30 G9 T330

Performance 2P Tower TD350 ML150 / 350 G9 T430

Mission Critical 2P Tower X3500 M5 ML350 G9 T630

Entry 1P Rack RS160 DL20 G9 R230 / 330

Entry 1P Rack X3250 M6 DL20 G9 R330

Mainstream 2P Rack RD350 DL160 G9 R430

Mainstream 2P Rack RD450 DL180 G9 R530

Performance 2P Rack x3550 M5 DL360 G9 R630 C220 M4

Performance 2P Rack x3650 M5 DL380 G9 R730 C240 M4

Mission Critical 4P Rack X3850 X6 DL580 G9 R930 C460 M4

Mission Critical 8P Rack X3950 X6 MC990 X C880 M4

Performance 2P Blades Flex x240 M5 BL460c G9 M630 UCS B200 M4

Mission Critical 4P Blades Flex x440 BL660c G9 M830 UCS B420 M4

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• Business Partner access via Lenovo Partner Network – Sign into Lenovo Partner Network and access via:

“Tools Data Center Compete Tool”

• Tool Features: (Servers, Hyperconverged, Storage, Networking)

– Critical Top Specifications and Positioning

– Strengths and Weaknesses

– Competitor Strategy

– Selling Against (Cisco, Dell/EMC, HPE, NetApp)

DCG Compete Tool

If you have questions or

concerns, please contact

DCGcompete@Lenovo.com

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DCG Compete Tool

• Landing page for BP after LPN: “Tools Data Center Compete Tool”

Click “Power On”

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DCG Compete Tool

• Click Servers: – Selectable Platforms:

Racks, Towers, Blades, Hi-Density

– Selectable Leading Vendor Lenovo HPE Dell Cisco

– Selectable Details Features Strategy

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DCG Compete Tool

• Click Servers: – Selectable Platforms:

Racks selected

– Selectable Leading Vendor Dell selected

– Selectable Details Features selected

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DCG Compete Tool

• Select “Leading Vendor” Model – R630 Selected

Note: only one model selectable

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DCG Compete Tool

• Select up to 3 comparisons – HPE DL360 Gen 9 selected

– x3550 M5 selected

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DCG Compete Tool – “Features” Results

• Side by Side Features

Click Reset to Start Over

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DCG Compete Tool – “Strategy” Results

• Same Selections Except “Strategy” vs. “Features”

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DCG Compete Tool

• Hyperconverged Menu

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DCG Compete Tool

• Storage Menu

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DCG Compete Tool

• Networking Menu

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Pre-Sales Support & Deal Protection The Art of the Deal Starts with Prior Proper Planning…

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#1 Source for DCG Technical Information

• lenovopress.com is a public web site – for customers and partners

– Product Guides every server, storage and networking offering, most options as well

– Planning & Implementation Guides topics like X6 servers, XClarity

– Reference Architectures created by the solutions team

– Reference Guides such as

• OSIG – Operating System Interop Guide

– Technical videos – from 3 to 20 minutes

– Benchmark results

– and more!

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Lenovo Press Recent Product Announcements lenovopress.com/newsletter

• Lenovo Distributed Storage Solution for IBM Spectrum Scale (DSS-G)

• TS150 now with E3-1200 v6

• x3250 M6 now with E3-1200 v6

Each week you will receive a list of the documents that have changed, as well as other news and information.

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Lenovo Server OSIG lenovopress.com/osig

• Lenovo Server Operating System Interoperability Guide (OSIG) is a comprehensive source of information about operating system compatibility with Lenovo servers.

• Learn about the new

web interface, view the video or read the article

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Data Center Product Tours 3D Tours for all Lenovo Server, Storage and Networking products!

Online catalog: lenovofiles.com/3dtours

– Chrome App available for offline usage

Mobile Support:

• Google Play Android App: Click Here

• Apple iTunes App: Click Here

• Select individual products within a category, then press “hotspots” and pre-set features to see the value Lenovo brings to these data center solutions

Play / loop

Click to discover

Zoom, rotate,

move or use

mouse controls

QUICK REFERENCE GUIDE Data Center Group (DCG) lenovopartnernetwork.com/datacenter

© 2017 Lenovo

U.S. | April – June 2017 April (Version 1) Product image hyperlink directs to Lenovo 3D Product Tours lenovofiles.com/3dtours

Product name hyperlink directs to Lenovo Press Product Guides lenovopress.com

22 Download the latest guide at www.lenovopartnernetwork.com/topsellerguide U.S. | DCG Quick Reference Guide

RACKS TOWERS BLADES / DENSE

STORAGE NETWORKING

WORKLOAD

SERVICES SOLUTIONS

CONTENTS

Click an icon to go to that section

23 Download the latest guide at www.lenovopartnernetwork.com/topsellerguide U.S. | DCG Quick Reference Guide

x3

25

0 M

6 1

P/1

U (

3 Y

r. W

) $979 $1,349 $1,479

RS

16

0 1

P/1

U (

1 Y

r. W

) $749 (NEW) $799 (NEW) $879 (NEW) 3633K1U 3633K3U 3633K7U 70TG000KUX 70TG000LUX 70TG000MUX

E3-1220 v5 4C/3.0GHz/80W E3-1230 v5 4C/3.4GHz/80W E3-1270 v5 4C/3.6GHz/80W E3-1220 v5 4C/3.0GHz/80W E3-1230 v5 4C/3.4GHz/80W E3-1240 v5 4C/3.5GHz/80W

1x 16GB 2133MHz 1x 16GB 2133MHz 1x 16GB 2133MHz 1x 8GB 2133MHz 1x 8GB 2133MHz 1x 8GB 2133MHz

C110 SR M1215 SR M1215 RAID 121i RAID 121i RAID 121i

4x 3.5" SS 4x 3.5" HS 8x 2.5" HS 2x 3.5" DC 2x 3.5" DC 2x 3.5" DC

2x GbE 2x GbE 2x GbE 2x GbE 2x GbE 2x GbE

300W Fixed 1x 460W HS 1x 460W HS 300W Fixed 300W Fixed 300W Fixed

Optional Optical Optional Optical Optional Optical Optional Optical Optional Optical Optional Optical

System x3250 M6 ThinkServer RS160

LENOVO DATA CENTER

Rack Servers: Single Processor

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24 Download the latest guide at www.lenovopartnernetwork.com/topsellerguide U.S. | DCG Quick Reference Guide

LIST PRICE

TD

35

0 2

P/4

U (

3 Y

r. W

)

$2,699

RD

35

0 2

P/1

U (

3 Y

r. W

) $2,349

RD

45

0 2

P/2

U (

3 Y

r. W

) $2,649

x3

65

0 M

5 2

P/2

U (

3 Y

r. W

) $4,549

x3

65

0 M

5 2

P/2

U (

3 Y

r. W

) $6,099 PART 70DG006WUX 70QK0014UX 70QQ001BUX 8871KXU 8871KZU

WORKLOAD Entry Email, File & Print SMB Web / Email exchange Web-serving / Hosting Database / Virtualization Software Defined Storage

CHASSIS 5x 3.5 HS 4x 3.5 HS 8x 3.5 HS 8x 2.5 HS 12 x 3.5” HS

PROCESSOR 2x E5-2620 v4 2x E5-2620 v4 2x E5-2620 v4 2x E5-2640 v4 2x E5-2660 v4

MEMORY 2x 16GB 2400MHz 2x 16GB 2400MHz 2x 16GB 2400MHz 4x 16GB 2400MHz 4x 16GB 2400MHz

RAID RAID 110i (SW) RAID 110i (SW) RAID 110i (SW) RAID M5210 RAID M5210

NETWORK 2x1Gb 2x1Gb 2x1Gb 4x 1GbE 4x1GbE

PSU 2x 750W 2x 750W 2x 750W 2x 900W 2x 900W

OPTIONAL OPTICAL DVD RW DVD RW DVD RW NA NA

ThinkServer TD350 System x3650 M5 ThinkServer RD450 ThinkServer RD350

LENOVO DATA CENTER

Workload Models

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25 Download the latest guide at www.lenovopartnernetwork.com/topsellerguide U.S. | DCG Quick Reference Guide

Lenovo HX5510

Lenovo HX3310

LENOVO DATA CENTER

HX Series Offering: Exciting Promotion for HX3310 and HX5510

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26 Download the latest guide at www.lenovopartnernetwork.com/topsellerguide U.S. | DCG Quick Reference Guide

FAST TRACK PROMO HX3310 HX5510 PROMO CONFIGURATION Lite Basic Dense Basic Dense

PROMO PRICE / NODE Qualified opportunities are able to achieve 50%+ off List Price… Contact your Lenovo Rep for Details! LIST PRICE / NODE

HX

30

00 2

P/1

U (

3 Y

r. W

) $39,999 $52,999 $71,999

HX

50

00 2

P/2

U (

3 Y

r. W

)

$62,499 $85,499 PART 8693PEF 8693PEG 8693PEK 8695PBU 8695PBX

WORKLOAD Remote Office /

Branch Office

50 VMs / node

VDI 100 Users / node

Limited Storage

50 VMs / node

VDI 160 Users / node

Limited Storage

50 VMs / node

VDI 100 Users / node

High Storage

50 VMs / node

VDI 160 Users / node

High Storage

PROCESSOR 2x E5-2630 v4 2x E5-2630 v4 2x E5-2650 v4 2x E5-2630 v4 2x E5-2650 v4

MEMORY 8x 16GB 8x 32GB 16x 32GB 8x 32GB 16x 32GB

SSD 2x 480GB 2.5” 2x 800GB 2.5” 2x 800GB 2.5” 2x 800GB 3.5” 2x 800GB 3.5”

HDD 6x 1TB 2.5” 6x 1TB 2.5” 6x 1TB 2.5” 6x 2TB 3.5” 6x 4TB 3.5”

SW VERSION Nutanix Professional Nutanix Professional Nutanix Professional Nutanix Professional Nutanix Professional

LICENSE TERM 3 Years 3 Years 3 Years 3 Years 3 Years OPTIONAL 3YR x 4HR HW

WARRANTY UPGRADE 01KD145: $589/node 01KD145: $589/node 01KD145: $589/node 01KD153: $739/node 01KD153: $739/node

MANDATORY BASIC

DEPLOYMENT (1 PER NODE) 01KC379: $1,179/node 01KC379: $1,179/node 01KC379: $1,179/node 01KC379: $1,179/node 01KC379: $1,179/node

OPTIONAL ADVANCED

DEPLOYMENT (1 PER SITE) 01JY404: $3,129/site 01JY404: $3,129/site 01JY404: $3,129/site 01JY404: $3,129/site 01JY404: $3,129/site

Promotional Pricing Terms: Lenovo Registration Required via www.LenovoLeads.com*

Approved Solution: Minimum 3 Nodes / Maximum 8 Nodes

Special Bid Pricing Required to Verify Terms and Approve Promotional Pricing

Hurry Offer Expires June 30th 2017 *Lenovo will secure this promotion and initiate Deal Registration with Nutanix on the partner behalf for both Lenovo TM and RM customers

LENOVO DATA CENTER

HX Series Offering: Exciting Promotion for HX3310 and HX5510

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27 Download the latest guide at www.lenovopartnernetwork.com/topsellerguide U.S. | DCG Quick Reference Guide

PART

HX

20

00 2

P/1

U (

3 Y

r. W

)

8693EAU 8693ECU 8693EDU 8693EFU 8693EGU 8693EBU

PRICE / NODE Valid SMB customers are able to achieve additional discounts, leverage LenovoLeads.com to validate opportunities LIST PRICE / NODE $12,339 $14,299 $17,799 $20,999 $23,299 $29,999

PROCESSOR 2x E5-2609 v4 2x E5-2609 v4 2x E5-2609 v4 2x E5-2609 v4 2x E5-2609 v4 2x E5-2630 v4

MEMORY 4x 16GB 8x 16GB 8x 16GB 8x 32GB 8x 32GB 8x 16GB

SSD 1x 480GB 2.5” 1x 480GB 2.5” 1x 800GB 2.5” 1x 800GB 2.5” 1x 1.2TB 2.5” 1x 800GB 2.5”

HDD 6x 1TB 2.5” 6x 1TB 2.5” 6x 2TB 2.5” 6x 2TB 2.5” 6x 2TB 2.5” 6x 2TB 2.5”

SW VERSION Nutanix Xpress Nutanix Xpress Nutanix Xpress Nutanix Xpress Nutanix Xpress Nutanix Xpress

LICENSE TERM 3 Years 3 Years 3 Years 3 Years 3 Years 3 Years OPTIONAL 3YR x 4HR HW

WARRANTY UPGRADE 01KD145: $589/node 01KD145: $589/node 01KD145: $589/node 01KD145: $589/node 01KD145: $589/node 01KD145: $589/node

OPTIONAL BASIC

DEPLOYMENT (1 PER NODE) 01KC379: $1,179/node 01KC379: $1,179/node 01KC379: $1,179/node 01KC379: $1,179/node 01KC379: $1,179/node 01KC379: $1,179/node

SMB Pricing Terms: HX2000 SMB customer validation required via LenovoLeads.com

HX2000 Solution: Minimum 3 nodes / cluster; Maximum 4 nodes / cluster

(2 Clusters / Customer per lifetime)

Lenovo HX2310-E

LENOVO DATA CENTER

HX2310-E: Hyperconverged for Small and Medium Businesses (SMB)

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LenovoLeads.com – Enabled for Lenovo DCG Solutions Enterprise Solutions Require Deal Protection Beyond Competing Lenovo Resellers

• “Standard Lenovo Enterprise” nominations will provide deal protection on Lenovo DCG products from Lenovo resellers

• DCG opportunities that involve independent software vendors (ISV) require a separate registration

– Deal Protection against ISV Partner Resellers

– Allows Lenovo to secure best pricing from ISV

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LenovoLeads.com – HX2000, Nutanix Xpress Enabled HX2000 Eligibility for SMB Customer’s ONLY, Solution Selection Only Available for NCB

SMB (NCB) : Xpress or Enterprise Corporate (Deal Reg) : Enterprise Only

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Lenovo – Accelerating the Transformation

“The Lenovo HX Series solution meets all of our architecture principles in terms of

availability, reliability, serviceability and scalability – more so than any other platform

we’ve ever used before.” - Chidi Alams, Head of IT, Heartland Jiffy Lube

“The Lenovo solution gave us the performance and scalability we needed, backed

by the highest levels of SAP HANA expertise that we saw in the market.” - Michael Nevlida, Senior Director, Global IT Infrastructure & Support Services, Callaway Golf

“For SAP, Lenovo is a key partner at every point of the IT infrastructure, including

beautiful devices and enterprise-class reliability.” - Thomas Saueressig, Chief Information Officer, SAP SE

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Customer Reference Database www.lenovosuccess.com

•Search on public case studies and videos

• Content: – 17 videos

– 80 case studies

– 600+ (Internal) Customer References • Note: Lenovo rep can search internal references

• Searchable by geo, solution, and more…

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Leverage Case Studies and Videos to Close Deals

• Search for “NA -North America” with “HX Series” results in 4 Case Studies with one Video

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Lenovo Data Center Resource Library / Repository www3.lenovo.com/us/en/data-center/server-library

• Whether you’re looking for product information, like datasheets or videos, calculating the total cost of ownership, or researching expert opinions on our products, you’ll find everything you need, available here

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Lenovo Converged HX Series TCO Calculator http://lenovo-hx.esgcalculator.com

35 35

Configure Customer Solutions Because you can’t win business if you can’t quote it!

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DCACT/LESC

Configurators – Current

SSCT

Only place to configure

THINKSERVER !!!

Starting April 2017

Onlin

e

Offlin

e

Relationship, Special Bid,

RFP, CTO and BTO,

Extended Rollout

Transactional, Velocity,

Preconfigured, Focus

Systems & Options

37

Configurator – Future

38

Lenovo Enterprise Solutions Configurator (aka DCACT)

lesc.lenovo.com

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Homepage - “Customize a Model” Functionality

Customization Option:

• Customize in CTO Mode – Will load CTO mode with preconfigured model attributes

• Customize in Preconfigured Mode – Will load model attributes and enforce model compatibility

– Example, only preconfigured model CPU can be added to quote

• Add Options to Preconfigured Model – Will allow any option from the family to be added to the model

– Example, ANY family CPU can be added to quote. Compatibility rules are not applied

• Select Options/Parts for a Model – Does not load model, just options are selectable, no compatibility rules

• Select Services for a Model – Launches “Services” portal for selected model

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Product Page – Presales Resources

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Configuration Changes – Preconfigured Model Filters

42

Configuration Changes – Find Part

• During quote, quickly find a part to add within the configuration tabs

• Incremental search box that provide real-time suggestions as you type

• Checks base model compatibility rules and finds PN in configurator tabs

43

Configuration Changes – 6 Month Supply Outlook

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Functional Enhancement – Power Tool Integration

45

Functional Enhancement – Power Tool Integration

46

Partner Configuration and Information Tools lenovopartnernetwork.com/configurators

• Lenovo offers partners a number of web-based and downloadable product configuration and information tools designed to help with sales process

• Configurator Introduction Training Available!

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Standalone Solutions Configuration Tool (SSCT)

• SSCT is a Lenovo solution sales application designed to run as a standalone program on a personal computer

• Created to provide a user friendly interface for Lenovo sales, technical sales support, and business partner teams to facilitate collaborations in configuring systems

• Incorporates technical guidelines in its database in order to provide accurate and valid price estimates, ideal configurations, and other associated requirements when configuring Lenovo data center products

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Configuration Wizard Easily Identifies Systems

Step 2: Select Family: ThinkServer TD350

Step 1 Select Brand: ThinkServer

Step 3 Select Model: 70DG006WUX Click “Configure”

Show only TopSeller Models

Note: Window can be resized

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Tab Oriented Layout To Easily Step Through Config

Click the “Processors” tab and add

a second processor by double

clicking it within the left pane, or by

selecting it and then clicking the

“>>” button

Tabs may be selected in any order, but it is

recommended to use the “Next” button,

pressing the Next button cycles through each

tab one at a time (Processor -> Memory i.e.)

Notes are displayed in the “Additional Info”

text box at the bottom of the screen and

displays any warnings or errors that apply to the

current tab

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XClarity Mobile App Provides Demo Mode Download to mobile device: Google Play / Apple iTunes

• Easy way to show customers the power and flexibility of XClarity

• After install… – Tap “Settings” in lower right corner

– Turn on “Demonstration mode”

– Demo mode uses canned / stored data

• XClarity Mobile app – Securely monitor physical systems from Android

and iOS devices

– Get real-time status, alerts, and notifications

– Take action on common system level tasks

51

Call to Action – Next Steps

1. Correctly Position Lenovo DCG products against the competition

– Log onto my.lenovopartnernetwork.com and Launch the “DCG Compete Tool”

2. Get familiar with our Data Center product portfolio

– Do interactive modeling / showcasing for customers via www.lenovofiles.com/3dtours

3. Find pre-sales technical / compatibility information quickly

– Subscribe to lenovopress.com/newsletter for a weekly update

4. Know the configuration tools we provide and know which one to use

– Download latest training at www.lenovopartnernetwork.com/configurators

5. Demonstrate Lenovo’s XClarity Management tool

– Install XClarity App via Google Play / Apple iTunes and switch to Demo Mode via Settings

53

Important LPN Data Center Links

http://www.lenovopartnernetwork.com (lpn)

Topic URL

DCG Landing Page lpn/datacenter

Data Center Services lpn/datacenter-services

Data Center Programs lpn/datacenter-programs

Partner Tiering lpn/tiering

Partner Certification lpn/certification

Quick Reference Guide lpn/topsellerguide

Configurators lpn/configurators