Data Management

Playbook
Learn how Lenovo Storage can help your customers monetize their data – faster!

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Index

• Data Management Challenges

• Why Lenovo?
• Partner with Lenovo
• Sales Tools
• Conversation Cards
• Competitive Take Out
• Trainings and Certifications
• Team of Experts
• Additional Resources

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The Challenges
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The Data Economy

World’s Data Creation 181
in zettabytes
>2x 147

120
97
79
64

33
13 18
2 7
2010 2012 2014 2016 2018 2020 2021 2022 2023 2024 2025

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Data Growth Mandates a Digital Transformation

Artificial Intelligence Internet of Things Big Data Analytics

30B 127 180ZB 70%

Smart devices by 2025, New devices connected Volume of data/information Enterprises moving from
collecting, analyzing and to the internet every created and consumed big data to small and wide
sharing data (1) second (2) worldwide by 2025 (3) data by 2025 (4)

1. https://iot-analytics.com/state-of-the-iot-2020-12-billion-iot-connections-surpassing-non-iot-for-the-first-time/
2. https://www.mckinsey.com/industries/semiconductors/our-insights/whats-new-with-the-internet-of-things
3. https://www.statista.com/statistics/871513/worldwide-data-created/
2023 Lenovo. All rights reserved. 4. https://www.gartner.com/en/newsroom/press-releases/2023-09-07-gartner-identifies-four-trends-driving-near-term-artificial-intelligence-innovation
5
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Data Drives Business Value

19x 23x 6x 8%↑

Data driven Data driven Data driven Businesses that
companies are 19 companies are 23 companies are 6 use Big Data
times more likely times more likely times more likely increase their
to be profitable to acquire new to retain profit by 8% and a
customers customers 10% reduction in
cost

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Data management isn’t limited to the data center

A data driven business requires data management everywhere, integrated with hybrid cloud

Edge

Edge
Site A Site B

Edge
Data generated at the Edge: 10% in 2018 to 75% in 2026

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Challenges: Managing Data to Maximize Value

Exponential Growth and Diversity of Data

Over the next three years, more data will be created than over the past 30 years2

Data in Disparate Locations

By 2025, 85% of infrastructure strategies will integrate on-premises, co-location, cloud,
and edge delivery options1

Secure and Protect Data

Global cost of malware will grow to 10.5 Trillion USD by 20253

1. https://www.gartner.com/smarterwithgartner/the-everywhere-enterprise-a-gartner-qa-with-david-cappuccio
2. https://www.idc.com/getdoc.jsp?containerId=prUS47560321
3. https://cybersecurityventures.com/cybercrime-damage-costs-10-trillion-by-2025/

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Why Lenovo?
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Lenovo Vision
Become the #1 data management
infrastructure provider

The world’s data will run on

efficient, secure, reliable Lenovo
data management infrastructure
from edge to core to cloud.

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Lenovo Storage History and Momentum

Delivering 8 years of customer value, innovation and confidence
#9 Market Share
Lenovo • Storage JV in China
Storage • ThinkSystem DM and DE Storage
Introduced • ThinkAgile VX: HCI VMware offering #4 Market Share WW/EMEA
• ThinkAgile MX: HCI Microsoft offering #1 in Price Band <$25K EMEA and WW

2015 2023
#11 Market Share #8 Market Share
• ThinkSystem DSS • TruScale Infinite Storage + Backup aaS
• ThinkSystem Storage • ThinkAgile Edge offerings
• ThinkAgile HX: HCI Nutanix offering • ThinkSystem DXN MagnaScale – China only
• ThinkSystem Intelligent Monitoring
• DM Series All-SAN
• NVMe end to end Storage
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Lenovo Data Management

Solution Partners

Enterprise Storage Software Defined Infrastructure Software Defined Storage

HPC/AI Unstructured Data

High High
Perf Capacity
DM Series DE Series HX Series VX Series MX Series

Storage Networking Tape Solutions

Services, Support & Financial Modelling

Design | Implementation | Support | TruScale
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 Multi-Workload Enterprise Storage Single Workload Peta-scale Storage
RPO 0, RTO 0, Sync Replication
Tier 1 Low Latency SAP HANA Mongo DB
DB
ERP DB
High IOPS Oracle
NVMe
MySQL
Application Integration for Snapshots
MS SQL
Cassandra

Integrated Workflow Automation

IOPS in the Millions
Tier 2 Snapshots Thin provisioning SAP Apps Vendor Project Desktop SAP HANA HPC AI
Management VDI Analytics 100TGbps of throughput
CRM Management
Data Efficiency (Compression, Deep NVIDIA GPU Direct
Compaction, Deduplication) Apps Factory Power Big Data
HR Systems Learning
Adaptive Quality of Service Applications VDI Snapshots & Cloning
Supply
Application Based Balanced placement Chain Graphics Machine AR & VR
(Performance) DevOps Marketing & VDI Learning
Local Storage Caching
Email Sales Mgmt
ERP Apps

Scale out Storage Clusters Cloud Bursting

Tier 3 High Throughput CCTV Video Render Edge Educational High Perf
Streaming Farms Research Storage Snap to S3
Dynamic capacity expansion Video WORM protection
Analytics Mobility Crypto
Remote Storage Caching 10’s Gbps of throughput
Data Backup
Asynchronous replication
Security &
Backup Software Integration
Recovery

S3 Object Storage Integration w/ Cloud Encryption

Tier 4 Encryption & Trusted Platform Module Govt Docs File
Data Immutability
Storage
(TPM) support
WORM (Write Once Read Many) Data Patient Data
protection
AWS, Google, Azure Integration and other
Cloud Providers
Dual Parity RAID Protection, Enhanced
14
Parity (Erasure Coding, etc.)
Ransomware Protection
 Multi-Workload Enterprise Storage Single Workload Peta-scale Storage
RPO 0, RTO 0, Sync Replication
Tier 1 Low Latency
High IOPS DM NVMe
NVMe
DE NVMe
Application Integration for Snapshots

Integrated Workflow Automation

IOPS in the Millions
Tier 2 Snapshots Thin provisioning 100Tbps of throughput
Data Efficiency (Compression, DM Flash
NVIDIA GPU Direct
Compaction, Deduplication)
Adaptive Quality of Service Snapshots & Cloning
DE Flash
Application Based Balanced placement
(Performance)
Local Storage Caching

Scale out Storage Clusters VX HX MX Cloud Bursting

Tier 3 High Throughput Snap to S3
DM Hybrid DE Hybrid
Dynamic capacity expansion WORM protection
Remote Storage Caching 10’s Gbps of throughput
Asynchronous replication
Backup Software Integration

S3 Object Storage Integration w/ Cloud Encryption

Tier 4 Encryption & Trusted Platform Module DE Entry
Data Immutability
(TPM) support
WORM (Write Once Read Many) Data
protection
AWS, Google, Azure Integration and other
Tape
Cloud Providers
Dual Parity RAID Protection, Enhanced
Parity (Erasure Coding, etc.)
Ransomware Protection 15
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Partner with Lenovo

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Lenovo: A True Business Partner

• We have one of the industry's most diverse

Relationships cultures and operating models.
Built on Trust • We collaborate to best understand how people,
processes and products interact.
• We develop world-changing technologies that create a
more inclusive, trustworthy, and sustainable digital
society.

• Understanding the expanding volume and variety of data.

Smarter Data • Comprehensive data management solutions for
Management enterprise requirements and workloads.
• Secure data management capabilities ensures integrity
and reduces risk.
• Lenovo Managed Support ensures consistent, expert
support across the world.

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Six reasons to partner with Lenovo

Channel-First Future Proof Investment in Strong Global Environmental Reliability &

Strategy your business Skills & Resources Supply Chain Governance Performance

Improved Partner Pocket-to-Cloud Highly Skilled sales to New factory in Sustainable #1 in server reliability
Journeys demand suit your needs Hungary Manufacturing
(Since 06/2023) <1% unplanned
Tools & Programs for Data Lifecycle Channel Tech Sales CO2 Offset (DEKRA) downtime
channel partners #8 Gartner Supply for the whole portfolio
Edge Opportunity Chain Top 25 331 World records in
Co-Selling &
Flexible solutions & Leadpass Asset Recovery workload performance
purchasing models TopSeller / TopChoice Service
(XaaS) option #1 provider super
computers in the
world

Partnership Lenovo = Partner Use Vendor Leverage "Made in Help your High industry
independent of with proven Support to close Europe" customers reach trust in Lenovo
your specialization "change DNA" skill gaps, access capabilities sustainability products
18
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FY24 Data Management Channel Imperatives

Ease of doing business
Enable ISO Channel Build, Nurture and grow with simplified sales Tools,
organisation to lead with Data Champions Predefined Solutions, Marketing Assets,
Data Management Community Sales Assets Campaigns

ISG One Sales Solution Tech

Programs Enable Marketing
PAMs Lenovo Tools Plays Refresh

Promotions, Build training

Continue the
Establish Tailor made and sales Sales Play/ Brand
channel Configurators, Customer
relationship, Tactical certification Assets / One Awareness,
Assessment Sales Process Demand team
enable and Incentives and program to Pagers/ Digital and
& Drive simplification collaboration
Map MDF, industry Battlecards Social Media
accountability
Tech Refresh standards

ISO Channel Data Champions Storage Simplification Race to Win

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Investment in Partners and Knowledge

Requirements Benefits

Rebate – 5% on total Lenovo Solutions

Partner Status: and 5% on Lenovo Storage DM

Business Development Funds (BDF) – 3%

3 Accreditations
Storage Accreditation Expert Partner Logo & Certificate
SDI sales Accreditation
SDI Solutions Accreditation

Double LEAP Points on Solutions and Storage DM 2x

A min of 50K USD Solutions
and/or Storage DM sales revenue
Priority access to co-marketing
in previous 12 months

20
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Investment in Brand Awareness and Campaigns

Visit The Data Champions Site now!

Visit Lenovo Storage Central now!

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Conversation Cards
• ThinkSystem Storage • ThinkAgile SDI Solutions • TruScale
• Workstation & Storage • VDI Hosted Desktop • Premier Support
• Data Protection & Availability • AI HPFS with WEKA • One Lenovo
• Hybrid Cloud • Object Storage with Cloudian

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ThinkSystem Storage Fast Facts

• Lenovo is #1 in Entry Storage and #4 in Total Storage
• The Lenovo DE Series of storage arrays is based
Elevator Pitch upon a hardware and software architecture that has
Transform your IT to gain value in a data driven world been deployed for many years, and has proven to
• Data growth mandates a digital transformation. It’s estimated that there will be 30 billion smart devices connected to the internet by 2025 - all deliver up to 99.9999% availability
collecting, analyzing or sharing data. The challenge will be how to manage data to maximize the value. You will need simplified management,
• Lenovo ThinkSystem servers consistently
fast and efficient data storage, and straightforward execution. Data management is no longer just limited to the data center, it is integrated on
achieve the lowest down time
premises and within hybrid clouds.
• Lenovo is the fastest growing All Flash vendor
• Lenovo offers several storage options to help with data collection and data management. This includes data protection:
• Lenovo is the 1st to market with End to End NVMe-oF
• Data encryption - Protect your data on-premises, in flight, and in the cloud with both hardware and software-level encryption capabilities
• Data replication - Synchronous replication for rapid, transparent application failover, and asynchronous replication for granular backup • Lenovo is the Fastest growing WW storage vendor
• Data restoration - Rapidly remediate ransomware/ malware threats utilizing integrated and partner real-time ransomware detection

Customer Type Why Lenovo Discovery Questions/Door Openers

“What appealed to us most was the inherent flexibility of Lenovo ThinkSystem servers. DE Series
DE Series Compared to other vendors, Lenovo offers greater scalability and value. We were
confident that the Lenovo solution would ensure consistently reliable performance across • Do you have databases which require high performance→ Offers high performance
• High-performance databases our multi-cloud infrastructure. We were also very impressed with Lenovo’s storage offering. ideal for big data, technical computing or OLTP databases.
• Web and security Not only does the ThinkSystem DM7100F all-flash array deliver top performance, it’s also • You have a HCI based environment today, how are you backing up your
applications simple to scale and easy to administer.” – DETASAD CEO & President clusters?→Snapshots on a HCI cluster won’t sufficiently protect your data- DE Series
• Data analytics storage arrays for external backup & archive provides an extra layer of protection
DE Series Provides: • Do you have large data-lakes that contain large amounts of meta-data?→ Range of
• Video Surveillance
• Backup and Disaster • High-performance Block storage which gives fast access to data and rapid options available so can use the higher-performance & capacity arrays for main data,
Recovery response from applications. and a smaller DE system for meta-data storage.
• A wide range of drive, chassis, and connectivity options, allowing a large amount of flexibility • How are you addressing your general backup & archive environment today?→ Lenovo
• Technical Computing • Features to protect and secure customer data has partnered with leading software vendors (ex:Veeam) to deliver optimized solutions
• Big Data Analytics using the DE Series of hybrid arrays for reliable, cost-effective backup.
DM Series Provides: DM Series
DM Series • The DM Series offers a superior unified data management suite providing the capability to manage • Does your organization have the ability to meet changing business requirement→
Block, File and Object data delivers a data management solution that provides the agility, scale, protection and
• Enterprise Applications • Support for latest NVMe Technology: Acceleration of read-centric workloads with the high-speed,
operating efficiency
low-latency onboard NVMe SSD caching
• Consolidation and • Comprehensive Storage Features: Includes quality of service, compression, deduplication, • Can you respond quickly to business changes on premises or in the cloud? → provides
Virtualization encryption, disk-based backup, quick data recovery, and asynchronous mirroring a foundation that seamlessly connects different data management environments across
• Hybrid Cloud disparate clouds into a cohesive, integrated whole
Lenovo Smart Data Management
• Virtualization • Is any of your environment virtualized? If so, how much and what is virtualized?→Data
• Efficient – Unique solutions to manage the growing diversity and quantity of data (Versatile,
• Artificial Intelligence and Big flexible, simple) efficiency technologies for de-duplication, compression & Snapshots are perfect
Data Analytics • End-to-end – Lenovo solutions and managed support ensures expert consistent support across complements to virtualized workloads, reducing the amount of physical storage
• OLTP the world (remote deployment, data migration, premiere support) required to store VMs and VDI instances
• Secure – secure data management with Lenovo solutions • What cloud providers do you use now, or plan to use in the future?→Allows tiering to
• DevOps
the Cloud with multiple popular Cloud vendors such as Amazon & Microsoft, as well as
tiering to private clouds and facilitates data mobility between data centers
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*For more information, please reference the “How to Sell Playbook”
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WorkStation & Storage Unified Solution Fast Facts

• The WorkStation & Storage Solution uses the ThinkSystem DM5100F
which has been awarded by CRN as storage Product of the Year
• WorkStations & Storage are the nucleaus of ALL industry projects
• Cross Industry Tangible Benefits:
Elevator Pitch • Accelerate your apps​: Leading performance and
superior data insights with​ All Flash Arrays. Leveraging Block, File
Deliver the Right Data, to the Right People, at the Right Time and Object.​
Successful companies have adapted tochanging business climates by using business processes that promote • Mobility​: Build a data pipeline from the edge, to the core data
accessibility, mobility, and collaboration. center, to cloud. For structured and unstructured data.​​
• Protect​: Protect and secure data across any environment against
human errors, ransomware and outages​
• Optimize​: Reduce costs and control data growth.
Simple but complete execution

It is most important to engage with

Customer members of organizations that have an
Type Whyinterest in improving and enhancing their IT capabilities.
Lenovo Discovery Questions/Door Openers
• All WorkStation Users
Fast What to Listen for
Workstation & Storage Use • Storage can provide extreme low latencies and super-charged • Need for unified data management
Cases performance powered by end-to-end NVMe
• Need for increased performance, usability, and reliability
• Thoughtfully designed hardware for workstation allows for
• Maintains consistent high efficiency unparalleled performance, usability, and reliability. • Desire for simple set up process
and resiliency for compute-intensive
workloads to prevent loss of work. Versatile:
• Application-aware backups and clone • Enterprise-grade unified data management across SAN, NAS,
management for automated error-free Object and across the hybrid cloud without silos Discovery Questions
data restores.
• Mobile and Tower workstations for any users for every workloads
• Maintains consistent high performance • Are your Workstation users lost work hours because of poor performance?
and capacity supporting compute- Simple Lenovo Storage solutions you can maintain consistent high performance and
intensive workloads while using less raw resiliency for compute-intensive workloads
disk • 10-minute setup, from power-up to serving application data • What would happen if one of your co-workers deleted a directory? Lenovo
capacity to lower TCO. • Modular designed of our workstation desktops makes changes a Storage Solutions offer application-aware backups and clone management;
• Delivers seamless scalability of both breeze. providing automated error-free data restores
performance and capacity, while
Secure • Does your company need the flexibility to react to new demands from the
supporting business within minutes? Lenovo’s Unified Storage Solutions simplify the task
a broad range of file and application • Best-in-class integrated data protection autonomous Ransomware of managing growth and complexity by delivering seamless scalability of both
workloads to react to new demands. Protection performance and capacity, while supporting a broad range of file and application
• Thinkshield provide flexible security to protect the workforce of the workloads
future • Is your company wanting to lower TCO? With Lenovo storage solutions you
can maintain consistent high performance and capacity supporting the most
compute-intensive workloads while using less raw disk capacity
• Link to Workstation Storage Sales Powerpoint
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• Link to Workstation Storage Battlecard
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Common Questions From End User Customers:

Data Protection & Availability I manage our backup environment across both physical servers and VMs, can I do this with Lenovo?
Lenovo offers solutions that allow an organization to manage a backup environment for both virtualized and physical
servers. These solutions support all the major hypervisors and allow both block and granular backup capabilities.
Elevator Pitch
I have gigantic backup and archive repositories that I’m worried about migrating over to a new solution?
You need Backup and Recovery from Lenovo. The enterprise-class Backup and Lenovo professional services provides support for helping architect and deploy your data center solutions. These teams
Recovery solution leverages the best mix of industry-leading servers and software to along with our software technology partners’ teams provide assurance for a smooth transition to your new backup &
provide intelligent, cost-effective data protection with flexible, cloud-based remote recovery solution.
recovery.
How do I reduce my costs associated with my backup and recovery environment?
This innovative, software-defined solution brings together the best features of Lenovo Lenovo backup and recovery solutions utilize scalable and flexible storage configurations with ThinkSystem DE and DM-
ThinkSystem servers and Veeam Backup & Replication software to help you trim costs, series storage arrays along with highly efficient backup software partners that manage both compression and
reduce your storage footprint, and enjoy peace of mind with secure storage and deduplication processes to minimize storing duplicated data and thus reducing disk costs.
recovery that can be accessed anytime, anywhere. Plus, the optional “pay as you grow”
structure keeps pace with your goals, so you always have access to seamless data How can we ensure the solution will be easy to maintain and manage?
storage and protection at exactly the scale you need. Lenovo partners with cutting edge technology software to provide a simple route to highly capable data backup & recovery
environments. Our integration with NetApp’s OnTap storage systems and the aforementioned software allow simple and
effective management both on-premise and in the cloud.

Customer Type Why Lenovo Discovery Questions/Door Openers

• Increasingly stringent Industry-wide requirements for data availability
SMBs, mid-range to large Discovery Questions
• Critical for business continuity, financial requirements, and government (regulatory) requirements
enterprises • Data Backup and Recovery solutions are intrinsic to any end-to-end data center solution • How much time are you spending managing data protection and application
• Needed to meet service level agreements (SLAs) and help mitigate the effects of security threats and effectively availability
• All sizes and verticals: recovery from disasters • What projects could you focus on if managing your backup environment was more
efficient?
• Financial services organizations • Reduce costs:
• Do you have a single way to ensure that business workloads and data
both big and small must adhere to • Costs associated with data downtime/ data availability is protected both on-premise and in the public cloud?
strict regulatory compliance
• Greater efficiency with management and orchestration costs of data backup & recovery • When was your last restore, how long did it take, and what was the business
mandates for data backup and impact?
archive. • Promote business agility
• What infrastructure are you backing up; physical servers, VMs, cloud,
• Government and education • Deploy both workloads and data protection policies across multiple environments; from the on-premise data a mix of everything
organizations are targets for center to the hybrid and public cloud • Do you need a highly scalable solution, how are you planning to scale your backup
security threats; backup solutions • Non-disruptive backup environment for growth?
can act as a shield from being held • Backup your critical workload data more efficiently and without disruption to the primary workload. • What percentage of your data center is dedicated to your backup environment?
ransom. • How do you test new software/ firmware patches before deploying
• Recover your data at greater speed and specificity to ensure improved Recovery Time Objectives (RTO) and
• Organizations with huge VM farms Recovery Point Objectives (RPO). Whether recovering entire VMs to individual emails, Lenovo helps you maintain them into your DC environment?
can be provided scalable and business continuity.
simple backup solutions with What to listen for:
Lenovo ThinkSystem storage and • Lenovo has heavily invested in world-class storage technology and partnered with key data backup and
best-of-breed software. recovery software partners to provide cutting-edge solutions for the data management environment. • Need to modernize due to exponential data growth, straining legacy backup &
• Lenovo’s proven track-record of customer satisfaction and reliability extends to our software solutions; recovery infrastructure
maximizing organizational security, simplifying your IT environment, and reducing the costs associated with • Rising prominence of sophisticated cyber-security threats require
your backup and recovery workloads. more agile data backup capabilities
• Lenovo provides data backup and recovery solutions that span any data center environment; fully on- • Increasing compliance and regulatory requirements necessitate sharpened data
premise, hybrid cloud, and public cloud capable. Our suite of software solutions and exceptional Lenovo retention policies
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Professional • Desire to utilize data in archives and repositories to drive business initiatives
are able to architect any backup workload for any environment at any service level agreement.
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Hybrid Cloud Fast Facts

Lack of experience with the cloud makes businesses hesitate to
be early adopters of revolutionary tech and restricts them
from improving where they can.​

Elevator Pitch • Benefits of Lenovo Hybrid Cloud:

A Perfect Mix of Security and Accessibility • Reduce frustration/time to implementation with installation by
Managing, accessing, and protecting key information is vital to businesses success. Lenovo’s Hybrid skilled Lenovo technicians
• Limit workflow disruption​
Cloud Enablement allows customers to retain on-site infrastructure while giving them access to a
• Keep any existing on-site infrastructure​
public cloud • Expand capabilities of data management and sharing​
• Provide private cloud security for sensitive data​
• Provide public cloud accessibility for data management​
• Drive bottom-line savings​
• Avoid costly updates with scalable, future-proofed infrastructure

• Target Personas:
Customer Type Why Lenovo Discovery Questions/Door Openers
• Tech Experts: IT Administrators, Managers, Developers

• Business Leaders: CXO, CIO, IT Directors

Hybrid Cloud Enablement is a solution Companies are evolving and need solutions that evolve with them. Lenovo What to listen for:
• Key applicable
Players: IT, Security, Data Analysts
for most, if not all,
industries. Hybrid Cloud gives businesses what they’re looking for; • Business/company will likely be growing over next few years
It is most important to engage with improved processes, reduced costs, efficiency, and data visibility. Hybrid • Need for flexible and adaptable technology
members of organizations that have an Cloud also allows IT departments to seamlessly integrate new tools • Customer is facing challenges with current cloud usage such as expensive
interest in improving and enhancing their and features, ensuring clients are never falling behind the competition maintenance, and disjointed/confusing management processes
IT capabilities. when it comes to technological innovation • Plan for recovery
Discovery Questions:
in case of major setbacks or disaster
• What is your current level of experience with the cloud? Our Hybrid
Lenovo Hybrid Cloud provides… Cloud Enablement makes life easy, allowing you to integrate the Hybrid
Target Personas: • Easy Implementation Cloud technology with your existing IT infrastructure. This reduces the
amount of interference you experience while the Hybrid Cloud is being set
• Tech Experts: IT Administrators, Managers, • Skilled Lenovo experts will ensure integration is fast, painless, and optimized
up, and keeps your information secure and readily accessible, should you
Developers • Keep all on-site infrastructure, experience little interruption in workflow need it.
• Business Leaders: CXO, CIO, IT Directors • Accessibility and Security • What are some major obstacles you experience when attempting to
• Key Players: IT, Security, Data Analysts • Hybrid Cloud leverages the benefits of both public and private clouds interface with your current cloud technology? Lenovo Hybrid Cloud
• State of the art security for private clouds, and unrivaled speed and ease of Enablement isn’t just an installation process, it comes with the backing of
use for public clouds the full Lenovo team, including optimization and ongoing support. If there
• Data Processing made easy, protect what’s most important and utilize comes a time that you need help with your Hybrid Cloud, Lenovo experts
scalable public clouds for data management are close at hand with detailed experience to help you back on track
• Cost Savings • Do you plan on expanding or growing your business substantially
over the coming years? Is your IT network and cloud technology
• Leverage data to ensure business is operating as efficiently as possible capable of supporting this growth? Lenovo Hybrid Cloud Enablement is
• Future-proofed infrastructure saves on costly updates built to support businesses of every size and is tailored to suit your needs
now and in the future. With scalable tech built in, you can rest assured that
no matter how big you get, the Hybrid Cloud will meet your data
management needs.
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Fast Facts
Lenovo ThinkAgile SDI solutions IT decision makers face significant challenges:
Customers are seeing flat or declining IT budgets but at the same
time a growing demand for innovative IT services. Lenovo can
help with a consolidation and re-investment strategy
Elevator Pitch
Lenovo ThinkAgile SDI Solutions provides an agnostic Open Cloud approach for every step along your Skilled IT workers are harder to find and costly, yet the complexity
journey from edge to cloud. Delivering worry free infrastructure with single point of contact support and of IT systems is increasing. Lenovo helps simplify management to
pre-validated interoperability between software and hardware. Lenovo ThinkAgile SDI solutions provide help alleviate this and allow you to do more with less.
flexibility and choice to deploy your Hybrid Cloud with our leading cloud partners Microsoft, Nutanix or
Sustainability is becoming more and more important, growing data
Vmware and with flexible licensing with all in Appliances or Certified Nodes. You can deploy your Hybrid centres is no longer a good option, consolidate your IT
Cloud workload anywhere, at the Edge, the Core, and Public Cloud. infrastructure to save on space, power and cooling. Reducing CO 2
emissions and costs.

Customer Type
SMBs, mid-range to large enterprises Why Lenovo Discovery Questions/Door Openers

SMBs, mid-range to large Lenovo is a trusted partner in cloud adoption What to listen for:
enterprises looking to deploy: • Lenovo Open Cloud vision • Need to modernize due to exponential data growth, straining operational
capabilities of current staff and infrastructure
• Cloud partner integrations
• Simple, easy-to-manage infrastructure to support running Hybrid Clouds and
• Solutions for any cloud operating model containers
VDI
Lenovo delivers innovation for modern workloads •Increasing compliance and regulatory requirements necessitating sharpened data
• Reduce cost per VDI user retention policies
• Ease of deployment & scalability • Engineered for cloud-native applications •Aging servers supporting small/medium businesses that are out of support and
• Ensure compatibility and minimize risk • HW acceleration for AI and analytics struggling to keep up with demands
• Platform consistency from edge to cloud Discovery Questions:
Transactional Workloads (DBs)
Lenovo delivers excellent customer experience • Tell me about your current infrastructure. Are you having issues with
• High performance enabled by NVMe storage managing hybrid or multi-cloud environments?
• Simplify IT operations, infrastructure • Automated deployments at scale
•How do you predict how much IT resources you’ll need over the next quarter, year,
maintenance • Simplified lifecycle management and the next three years?
• Better resiliency due to node architecture • Augmented solution with Support and Services •How do you handle unexpected resource demands or constraints?
Lenovo leads the industry in customer value •Are you frustrated having to support changing workload needs—such as
Cloud Native Apps AI, machine learning and analytics—with major infrastructure changes or
• Container Density • Drive highest VM and Container density forklift upgrades?
• Easy scalability of resources • Set best performance benchmarks • Are you seeing resource usage and cost inefficiencies brought on by the
• Container platform flexibility and choice • Raise the bar in reliability and security need to procure, manage and maintain traditional infrastructure?
•What’s your vision for transforming your IT landscape? Do you have a clear
picture
of the resource you’ll need to achieve this?
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VDI Hosted Desktop Fast Facts

• Lenovo’s breadth of available converged
appliances and cloud-based automation
allow VDI to be implemented in just a few
Elevator Pitch hours, as opposed to the weeks-long
implementation typically offered.
The Workplace of the Future is "Anywhere"
VDI Hosted Desktops from Lenovo is a new solution for a new era, where work is not defined by time or • VPN’s do not provide many of the benefits of
place, but by productivity and effectiveness. Don’t just support your remote workers—give them the tools VDI. They are vulnerable to security
they need to excel. Security and accessibility shouldn’t stop at the office door. Remote workers need breaches, lack control of user data, and
peace of mind and flexibility to handle important tasks without security concerns. VDI Hosted Desktop require updates and patches to be
makes it easy to provide this critical safety net to all employees, regardless of their location. implemented individually at the end point,
rather than offering a centralized system.

Customer Type Why Lenovo Discovery Questions/Door Openers

Simplicity and Scalability • Software, firmware, and security updates are released to all users through centralized management. • Quickly enable employee desktops as business grows. Productivity and Flexibility • Lack of downtime ensures workers remain
productive no matter their location. • Ability to operate on multiple devices allows businesses to stay competitive and drive top line. Security and Compliance • Reliable, secure access regardless of location and device. • Centralized system ensures the protection
of sensitive information and intellectual property
While the software for most VDI solutions is similar, what separates Lenovo What to Listen for:
from the rest of the pack is the hardware. Lenovo is #1 in x86 server reliability
• Remote workers
Target Industries: 8 years in a row now, and Lenovo servers hold 309 world-record performance
• Need to release software, firmware, and security updates to all users through
benchmarks as of April 1st, 2023. Lenovo’s xClarity systems management is centralized management.
• Banking, Education, Healthcare, tightly integrated with VMware vCenter, enabling single pane of glass • Employees need to operate on multiple devices
Manufacturing, Call Centers, management.
Lenovo VDI Hosted Desktop Solution Provides… • Need for reliable, secure data access regardless of location
Government, IT Providers, Retail
• Data Security
• Simplicity and Scalability
Target Buyers: • Software, firmware, and security updates are released to all users through Conversation Starters
centralized management. • Are you able to support remote workers and contractors through the
• IT Directors, Virtual/Cloud Admin, • Quickly enable employee desktops as business grows. pandemic? Were they able to leverage corporate and personal devices with
CIO/CTO, Infrastructure VP, CMO, • Productivity and Flexibility secure access to corporate resources?
Sales/Marketing VP • Lack of downtime ensures workers remain productive no matter their location. • VDI Hosted Desktop allows your employees to securely access all company
• Ability to operate on multiple devices allows businesses to stay competitive and resources regardless of their location. By mitigating these security risks, you
Scalable VDI solutions for drive top line. ensure employees stay productive and reduce overall downtime, making you
companies of all sizes • Security and Compliance more competitive in the long run.
• Reliable, secure access regardless of location and device. • Do you struggle to deliver and manage applications for end users?
• Midrange to Large Enterprises (500+
seats) – tend to have hyperconverged • Centralized system ensures the protection of sensitive information and intellectual • VDI Hosted Desktop allows you to manage software and firmware updates from
solutions property a central system. Updates and bug fixes can be pushed out to all devices
simultaneously, saving time and money.
• SMB (under 500 seats) – Tend to have
2-5 servers for VDI • Is your current strategy for managing, patching, and delivering Windows
and Linux resources competing for staff and budget resources with other
critical IT priorities?
• VDI can save your IT department from the headache of individually applying
bug fixes and patches to devices. Security and software updates can be applied
en masse, allowing the IT department to focus on more pressing matters.
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AI HPFS with WEKA Solution Fast Facts

• Data is the life-blood of artificial intelligence and
deep learning (AI and DL). Vast quantities of
training data enhance accuracy in the search for
Elevator Pitch potentially predictive relationships.
• Lenovo High Performance File System with WEKA
Accelerate large-scale data pipelines with reduced epoch times, the fastest inferencing, and the highest images/secs unlocks the latent value in your data to fast track
benchmarks. Organizations are eliminating the complexity of legacy data storage infrastructure and building AI data innovation and business results. Eliminate your data
pipelines on data management platforms. A data management platform is an integrated, end-to-end solution that ingest and aggregation challenges, increase data
provides holistic support for an organization’s data management needs while supporting every step of the relevancy and enable faster data analysis at scale.
organization’s AI data lifecycle – from ingest and pre-processing to analyzing, storage, and archiving. A true AI data Create an information supply chain that empowers
management platform is designed to support both the structured and unstructured data a digital organization uses, artificial intelligence and big data solutions across
regardless of whether the data is at the core, cloud, or edge. your organization.

Customer Type Why Lenovo Discovery Questions/Door Openers

Simplicity and Scalability • Software, firmware, and security updates are released to all users through centralized management. • Quickly enable employee desktops as business grows. Productivity and Flexibility • Lack of downtime ensures workers remain
productive no matter their location. • Ability to operate on multiple devices allows businesses to stay competitive and drive top line. Security and Compliance • Reliable, secure access regardless of location and device. • Centralized system ensures the protection
of sensitive information and intellectual property
Media & Entertainment Next generation data architecture for high performance workloads When to position WEKA:
• Content acquisition and creation, editing, VFX, • Do you run Workloads with GPU’s attached?: WEKA was the first to support NVIDIA
broadcast delivery, etc Business Benefits GPUDirect Storage, offering 160 GB/s with > Millions IOPs
• Increase Productivity by up to 90% in deep learning time • Are there Workloads that have multiple I/O profiles?: Alternating between bandwidth,
Finance • Improve Resource ROI by up to 75% IOPs, and metadata operations
• Lower Storage Costs by up to 65% • Workloads that manipulate many files concurrently?: Unparalleled metadata
• Algorithmic Trading, HPC, GPU-accelerated use- operations without a dependence on separate metadata servers
cases (AI, SQREAM, DASK, and more) Speed • Workloads with multiple protocol requirements?: NFS, SMB, POSIX, S3, Kubernetes
• Industry leading Auto-tuning performance CSI plug-in, NVIDIA GPUDirect Storage
Life Sciences • More #1 Benchmarks than any other HW • Environments with a premium on ease of use: Zero customer tunable parameters –
Lustre/GPFS have ~100
• Genomics, HPC, GPU-accelerated use-cases (e.g. Lifecycle Simplicity • Suggested minimum opportunity size of ~250TB usable capacity
Parabricks, long-read sequencing)
• Simple to order, install, and manage
AI/ML • Optimized Ready Node Configs
Conversation Starters
• Smart tiering to S3
• Autonomous driving, medical image recognition, • Can you keep up with your accelerating growth of data
manufacturing fault identification, infrastructure fault Scale • Is your business requiring faster access to data to support high performance
identification
• Non-disruptive scaling, Linear scaling of throughput workloads
HPC • Single, global namespace • Do you plan to integrate AI in your business processes and is your unstructured data
• Tier & backup to public or private cloud storage able to provide the bandwidth and latency to support your AI projects?
• Academia, public research, scientific/research
computing, AI/ML, government, defense • Lenovo Object Solution Tier

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Fast Facts
Lenovo Object Storage powered by Cloudian Solution • The object-based storage market is expected to register
a CAGR of around 12% till 2028.
Elevator Pitch • The storage market is evolving to address new
challenges in enterprise IT, such as exponential data
Cloudian is the only 100% native S3 API Object Storage. It’s used to backup and archive, media growth, rapid digitalization and globalization of
files, (video and images) healthcare, life science data, research data and more. Three solutions that business, and requirements to connect and collect
are top tier for our clients are Data Protection, Data Observability, and AI/ML Data Lake with WEKA. everything. Storage infrastructure systems based on
object storage are growing significantly in both the
number and capacity of deployments and are becoming
the platform of choice to address the growth of
unstructured data in enterprise data centers.

Customer Type Why Lenovo Object Storage Solution Discovery Questions/Door Openers

Features General Storage Questions

Managed Service Providers • How much unstructured data (files, documents, images, backups) do you have?
• 100% Native S3 API: Not a gateway. Single software instance for all functionality. • What is your expected data growth in the next 3 years?
• Private & Hybrid Cloud
• Simple scaling model: Fully modular; nodes can be varying size and hardware. • Do you need data to be on-prem?
Government • Distributed data: Can deploy nodes across multiple sites; migrate/ distribute data as needed. • Is your current storage outgrowing your budget?
• QoS (Quality of Service)
• Data Sovereignty & Critical Data Protection/Ransomware Protection Questions
Communications • Multi-tenancy, billing: Storage management and chargeback by user.
• Built-in data protection: Replication and/or erasure coding across locations, nodes and/or stripe • How is your most valuable asset (data) protected against the real and current threat of
Financial Services • Data compression and encryption: Integrated features. Ransomware?
• Fraud, Analytics, Governance & • Look for Commvault, Veeam, Rubrik, Veritas, HYCU backup/archive.
• Bucket-level consistency policies: Granular control of data protection features.
Compliance • Look for high-risk businesses (Finance, Healthcare, Govt) that are susceptible, but don’t
have good protection.
Higher Education • Are you considering cloud as a backup target because of cost? Have you considered the
• Academic Research & Analytics (hidden egress and access) costs and latency associated with moving data in/out of public
cloud?
Health Care & Life Sciences • Look for enterprises that want cloud-like functionality and scalability within their own
Benefits datacenter.
• Genomic Research, Medical Imaging
& Patient Records • Industry’s highest interoperability; scalable performance Data Lakehouse/Observability Questions​
• Start small (3 nodes) and grow; no restrictions on capacity and hardware; scale from TBs to PBs • Do you have a data observability and/or analytics function / plan for the enterprise?​
Media & Entertainment • Data replication for DR, collaboration, content distribution • What tools are you using for data analytics? Splunk, Elastic, Cribl, Vertica, Greenplum,
• Production Workflow, Content & • Eliminates the noisy neighbor problem. Essential for service provider and private cloud. Teradata, Apache Druid?​
Metadata Management • Do you wish your Data Analytics infrastructure could be used for more use cases?​
• Deliver revenue-generating STaaS model for customers, as well as forprivate cloud users
Industrial / Manufacturing • Self-protecting; protects against failure of drive, node, or even entire data center; up to 15 nines • Are you considering modern/cloud data warehouse solutions like Snowflake or Databricks
and higher durability but are concerned about data security? Is latency of data access over WAN a concern? Do
• IoT Analytics & Robotics you have compliance needs to keep data on-premises?
• Data replication for DR, collaboration, content distribution • Get the cloud economics and scalability and modernize data analytics within your own
• Choose the best data protection for each data type. datacenter with Cloudian S3 data lake.
• Consider S3 Data Lake to consolidate ALL data​
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Fast Facts
TruScale • The global managed service market is expected
to grow by 12.44% CAGR until 2027.
• 92% of IT leaders would consider adding new as-
Elevator Pitch a-Service offerings in the next two years as a
Realize your vision in business, whether that’s greater productivity, improved employee experiences or a more result of changing business models.
sustainable future. Lenovo TruScale gives you easy access to scalable, everything-as-a-service solutions – in • 1 in 4 CIOs say they would replace most or all of
a pay-as-you- go model. From the pocket to the cloud, Lenovo TruScale works with you to design a flexible their company's current technology, and they
and empowering solution, leveraging technology from a proven global leader to evolve your business and free need the right model to do that with limited
up your IT resource so they can focus on innovation. The vision is yours. Get there with Lenovo TruScale. resources.

Customer Type Why Lenovo Discovery Questions/Door Openers

Empower Customers to achieve their goals: What to look for and share:
TruScale is made for
business of every • Easily access innovation, from the pocket to the cloud. • Understanding customer’s strategic business initiatives – pains & gains
size, from SMB with • Reliable, managed services enable IT Teams to focus on long-term strategy. • Understanding customer’s (IT) projects addressing strategic initiatives
1-999 users to • Control how technology is deployed, managed & used • Understanding customers current mode of operation within project
Enterprise customers • Unlock faster ROI without capital expenditure & reduce your customer's TCO • Sharing with customer future mode of operation within project
with no upper limit on • Share performance gain between current und future mode of operation
growth. Enhance business agility & versatility:
Discovery Questions:
• Customize an XaaS package for individual customers, with unmatched flexibility.
• Do you find it easy to predict how much computing resource you’ll need over the next
• Keep pace with customers' needs by easily scaling up or down service provision.
quarter? What about the next year and the next three years? How do you respond to this
• Enable customers to manage all Lenovo TruScale services through simple challenge?
Decision Makers: contracts.
• What are the egress costs of pulling data back from public cloud?
• CEO/CIO • Supplement with Value-add services to provide more effective, tailored solutions.
• How do you keep up-to-date with the latest innovation? If you had easy access to cutting-
• HEAD OF IT edge technology, how would that benefit your business? Would it help to position your
Join forces with a proven Technology Leader:
• CFO business more competitively?
• Purchasing • Simplify global services with models for financing, invoicing, contracting, & delivery. • How do you plan for scaling your infrastructure? Do you find that’s cost-effective and timely?
• Work with powerful, reliable, technology. Lenovo has supplied 6 of the top 10 Can you easily respond to unforeseen needs?
hyperscalers. • Is your IT resource flexible in terms of achieving operational and strategic goals? Do you
• With coverage in more than 100 markets, we can reliably support market expansion often find that requirement exceeds resource, or vice versa? How much budget could you
or streamline your customers' international organization. save by right-sizing your provisioning?
• What’s your vision for transforming your IT landscape? Do you have a clear picture of the
resource you’ll need to achieve this?
• How do you budget effectively for storage growth?

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Fast Facts
Premier Support • 91% of premier support customers
indicate they would purchase again

Elevator Pitch • 88% of customers indicate they

would recommend premiere
Advanced Engineers. End-to-End Case Management. Faster, First-time Resolution support to a peer
As IT budgets contract, you need to reduce complexity and operational costs and find ways to increase efficiency from
• 67% of businesses report they lack
your in-house IT support teams, Lenovo Premier support can help by managing your routine support tasks, freeing up
the time to address PC issues
your IT staff to focus on strategic efforts that move the organization forward. We can boost your end users’ productivity adequately
and limit their downtime with direct access to elite Lenovo engineers who provide unscripted, advanced hardware and
software support. Lenovo Technical Account Management teams also provide end-to-end case management for faster,
hassle-free case resolution.

Customer Type Why Lenovo Discovery Questions/Door Openers

CIOs: • Hassle-free, advanced technical support
• Need reliability, protection, and support for their available 24x7x365 What to listen for:
Lenovo PCs. If something goes wrong, they need to • Facing growing complexity, increased maintenance costs, increased workload/resource
be back up and running fast. Lenovo Premier Support • Comprehensive hardware and original equipment
constraints, multiple vendors, and increasing end-user demands. Seeking VIP support, direct
provides VIP treatment with faster first-time manufacturer software support
access & improved visibility, consistency, and commitment & accountability, spending too
resolutions, parts prioritization, onsite delivery, and much time on employee support calls, do not have time to wait on parts and labor
access to Technical Account Managers. • Simplified end-to-end case management with a
single point of contact Discovery Questions:
IT Directors:
• Proactive relationship and escalation • How are you supporting your Lenovo Data Center products? Where are you leveraging an IT
• Don’t want their valuable help desk team members management with Technical Account Managers service provider to help maintain complex environments?
tied up on support calls. They can free up time for
• Does your IT infrastructure support and enhance your core business strategy? How are you
more strategic tasks by offloading 1st- and/or 2nd- • VIP service with labor and parts prioritization ensuring your IT staff has time to focus on innovation?
level IT support to the Lenovo Premier Support team.
• Comprehensive suite of reporting to help identify • Do you value direct technician-to-technician access when contacting your service provider
Help Desk Technicians: trends and proactively address issues with a problem?
• What percentage of your IT budget spend goes towards ongoing maintenance and support?
• Need the direct access to advanced engineers • Easy reference to Premier Support contact
provided by Lenovo Premier Support. With less time • Is your IT team feeling stretched thin in this do-more-with-less world?
centers worldwide with optional asse tags • What applications/workloads will be residing on this equipment? What is the availability
wasted on standard support call queues, they can
jump right into problem-solving mode and get • Customized dashboards for your Lenovo assets expectations of those applications/workloads?
employees back to work fast. and warranty and service delivery information • For this equipment, walk me through your expectations of resources you would want
with the Lenovo Service Connect portal available to you during and incident.
We understand that all workloads are not created • How might Lenovo’s multiple technical support contact methods (phone, chat, online portals,
equal, and we make the decision-making process and other channels) benefit your business, giving you a peace of mind?
simple, with services for every stage of your
customers' journey and pre-defined scopes to • Walk me through how your maintenance window policy that allows you to apply patches,
meet requirements. updates, and upgrades. What are your expectations from Lenovo to support you in that
effort?

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Fast Facts
One Lenovo • Industry Leading Devices
• Empower users with the right digital tools for
their job
Elevator Pitch
• Everything’s connected. Successful digital transformations start with your people, processes and • End user Experience
data…and encompass your IT stack…from endpoints to applications…from infrastructure to • Make IT more efficient and deliver the right
information collaboration tools

• From Small Businesses to Large Enterprises, the global market landscape is moving to everything-as-a- • Intelligent Solutions
service purchasing models. Lenovo is set up to meet customers’ needs in this current market by providing a • Solving challenges through emerging
portfolio that reflects the entirety of customers’ needs, and by ensuring that customers will be serviced with technologies
everything from hardware, to software, to data center, to services, and beyond.

Customer Type Why Lenovo Discovery Questions/Door Openers

Smarter Technology for all businesses Lenovo: Customer centric and solutions based. What to listen for:
Has an industry leading, secure supply chain.
Industry-Leading Devices Dedicated to quality, innovation, and purposeful • We are struggling with lots of different tools and home-grown scripts
• Empower Users with the Right Digital Tools for design. • We are buying laptops to stand up VDI; not sure how will enable backup
their job O365 /user data
• One Provider – IDG (Intelligent Device Group), ISG
• Traditional form factors with Smart Technology (Infrastructure Solutions Group), and SSG (Services Solutions • We have our own development team; running applications in our own
• High-performance workstation and Server solutions Group) unite for customers’ benefit. Full portfolio to bring datacenter; standing up our own private-/ hybrid-cloud
• Industry leading, cutting-edge form factors complete, end-to-end solutions. • Backing up data to the cloud (O365); securing data in datacenter
• Complete Solutions – Solutions- based approach to sales that’s • Spending time on many manual processes; lots of different interfaces /
End-User Experience centered on customer needs that drive business outcomes applications
• Constant ROI- offer devices, servers, and advances services to to manage IT; would rather have my teams focus on other things;
• Make IT more efficient and deliver the right
collaboration tools expand and increase ROI struggling with technical debt
• ThinkSmart Employee Collaboration Tools
• Industry-leading Endpoint security Discovery Questions:
• Services and DaaS for maximum productivity
• How are you automating the rollout of new end-user and back-end
Intelligent Solutions systems?
• How are you managing the security of the data being used by your
• Solving Challenges through emerging
employees?
technologies
• How much time is your team taking managingIT products and services?
• Vertical solutions offerings, AR/VR, ISV partnership
• 5G, loT and Edge
• OEM embedded solutions

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Competitive Take Out

➢ Dell ➢ HPE ➢ IBM

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Dell

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DE and DM Vs Dell Product Positioning

• PowerStore replaces legacy Unity/VNX, SC Series/Compellent and XtremIO platforms
• All-Flash withand external NVMe and external SAS-attached flash
PB7: $100K • Optane SCM for primary storage or metadata acceleration
• PowerStore T supports block and limited file workloads
• PowerStore X block-only appliance runs OS and server VMs on VMware
• PowerStore Hybrid Cloud based on VMware or Dell EMC Cloud Storage Services
PB6: $50K • Clustering up to 4 appliances for block workloads
• 4:1 Efficiency Guarantee for qualified data during the full support term
Mid-range

PB5: $25K DM7100F

PriceBand

PS 5200T

DM5100F
PB4: $15K PS 3200T
DE6000
DM5x00F SAN Only
PB3: $10K PS 500/1200T
Entry

DE4000 DM3/5000H
PB2: $5K PV ME5012/24/84)
DE2000
DE Series Dell DM Series
DE6000 PowerStore 5200T DM7100F
PB1: $0 DE4000/DE6000 PowerStore 3200T DM5100F
DE4000/DE6000 PowerStore 500/1200T DM5x00F SAN Only
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DE Series Strengths / Advantages

• Highly scalable capacity and performance.
• Maximum density—optimal space utilization and reduced power DE Series Highlights
and cooling requirements.
– DE can scale upto 8.64PB of storage
• Dynamic Disk Pools enable dynamic rebalancing of drive count Fast Simple Reliable
changes to easily expand storage capacity as backup needs
grow, while providing added data protection with faster rebuild
times if a drive fails. Optimized
Leading Leading
• Flexibility - Integrate with ease through multiple host interfaces, for
Price/ Durability and
drive technologies, and disk shelf options for flexible deployment. Integrated
Performance Reliability
• Full disk encryption - Data Security SafeStore encryption
Solutions
services’ AES 128-bit encryption and simplified key management
protect data throughout the drive's lifecycle without sacrificing
performance.
• DE Series delivers faster performance and lower latencies with
additional host interface options including 100Gb NVMe-oF, 32Gb
FC and 25Gb iSCSI whilst providing better scalability

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HPE

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DE and DM Vs HPE Product Positioning

▪ HPE offers MSA in the entry space, Nimble platforms in the entry midrange, and a mix of 3Par and Primera in
the high mid range to High end space. 3Par is evolving into Primera slowly
PB7: $100K
▪ Primera weaknesses - Lacks File capability, No NVMe-oF (not shipping), Performance and Latency, Primera
is SAN only and supports file through external NAS gateway servers, no ransomware protection built in
Mid-range

PB6: $50K

3Par/Primera DM7100H/F
PriceBand

PB5: $25K

Nimble HF/AF60 DM5100F

PB4: $15K DE6000
Nimble HF/AF40 DM5000F
PB3: $10K
Entry

DE4000 Nimble HF/AF20 DM3/5000H

PB2: $5K DE2000 MSA 1060-2060-2062

DE Series HPE DM Series
DE6000F 3Par 8000 / Primera 6x0 DM7100F / DM5100F
DE4000F / DE6000F Nimble AF60/HF60 DM5100F / DM7100H
PB1: $0 DE4000H/F / DE6000H/F Nimble HF/AF20 DM5000H/F
DE2000H / DE4000H HPE MSA 1060-2060-2062 DM5000H/DM3000H
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Countering MSA Strengths and New Features

Feature Claim Counter
MSA-DP+ 25X faster rebuild than RAID 6 and ➢ Dynamic Disk Pools (DDP) is a proven years old technology that
(MSA- Data Protection+) granular addition of capacity has been available on DE. MSA-DP+ is new but unproven
➢ DDP can be as big as 480 drives, offering lightning fast rebuild times
and granular capacity addition. MSA-DP+ caps at 128 drives
➢ With smaller group sizes, MSA-DP+ offers substantially slower
rebuild time than the claim of 25X
➢ DDP provides more usable capacity than MSA-DP+
HPE MSA Storage Step-by-step guided workflows to ➢ System Manager and SAN manager are proven, simple to use yet
Management Utility configure the array. Web based interface powerful and intuitive interfaces refined over many years
(SMU v4) ➢ System manager has an 8-step guided setup workflow for startup
➢ System manager and SAN manager are web-based
325K IOPS in MSA 6th gen has 50% more performance ➢ MSA’s 6th gen performance is still lower than DE’s 1M IOPS
MSA2060 than MSA 5th gen ➢ Although MSA claims 325K IOPS, they only publish data with 300K
➢ DE’s better support offers higher value and peace of mind for SMB
customers at practical performance parity to MSA
➢ DE offers higher system cache and faster host connectivity options
Tiering 2.0 45% more hot data on flash ➢ Tiering is an optional and expensive license with limited benefit
➢ SSD read cache in DE has higher performance than in MSA.
Customers get better ROI/TCO with DE. Customers get more cache
hits with DE read cache
➢ DE AFAs (MSA has no AFA) eliminate the need for tiering
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Why DM Series Over HPE

Storage that changes the way your customer manages data
Tier and manage your
data easily in the
Streamline
cloud using
Scale up and out customer backup
FabricPool and Cloud
with mixed management
Volumes ONTAP
clusters with a operations with
Customers can SnapCenter
manage both their custom solution
SAN and NAS for your growth Hybrid Cloud
workloads from one needs
platform Application
Investment Integration
Protection
Unified
Storage
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IBM

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DE and DM Vs IBM Product Positioning

▪ Lead with TruScale and the Data Management story
PB7: $100K ▪ Single ONTAP platform versus 8 separate software packages in Spectrum Storage Suite
▪ IBM FlashCore modules are required for data compression without performance impact
▪ Lenovo Efficiency Guarantee is 4:1 versus IBM’s 2:1
PB6: $50K ▪ Consider Fundamentals / SAN only versions to price aggressively
Mid-range

PB5: $25K DM7100F

PriceBand

FS7300

DM5100F
PB4: $15K FS5200
DE6000
DM5x00F SAN Only
PB3: $10K FS5035
Entry

DE4000 DM3/5000H
PB2: $5K FS5015
DE2000
DE Series IBM FlashSystem DM Series
DE6000 FlashSystem 7300 DM7100F / DM5100F
PB1: $0 DE4000/DE6000 FlashSystem 5200 DM5100F
DE4000/DE6000 FlashSystem 5035 DM5x00F SAN Only
DE2000/DE4000 FlashSystem 5015 DM5000H/ DM3000H
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Challenges Why Lenovo Partner with Lenovo Conversation Cards Competitive Take Out Training & Certifications Team of Experts Additional Resources

IBM Competitive Attack Position

Lenovo Storage Differentiation from IBM
• Unrivaled leadership in unified file and object storage solutions, with integrated object storage and now Ransomware
• Two DE/DM Series for catering more specialized workloads and needs
• DM5x00 All Flash SAN Only → All Flash which grows with customer’s UNIQUE requirements
• Lenovo is the leader in complete end-to-end NVMe solutions with for servers, storage and FC switches
• Lenovo delivers complete end to end infrastructure solutions and is committed to growing storage
• Demonstrated growing storage market share
• #1 in Entry storage WW and EMEA
• Leverage Lenovo TruScale Infinite Storage with DM, shifting from CAPEX to OPEX

Key Success Factors

• Lead with differentiated Lenovo solutions value

• Integrated end to end solutions – IBM is Storage only and buying servers from Lenovo/other OEMs
• Full range of Storage solutions: AFA, Unified, HCI, Server based
• Leadership unified (Block, File, Object) storage to simplify and reduce data management costs
• Leadership hybrid multi-cloud data management today!
• Leadership, scalable all NVMe storage for simple and high-performance data management

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Challenges Why Lenovo Partner with Lenovo Conversation Cards Competitive Take Out Training & Certifications Team of Experts Additional Resources

Training and Certifications

Presales Online Workshops:

• Infrastructure Solution Configurator / DCSC
• Lenovo Storage Sizing Tool

Post Sales Online Workshops:

• Lenovo DE Storage Technical Workshop – Demo
• Lenovo ISG Technical Training: DM Storage technical Workshop
Certifications:
• Storage Certification Workshop for Resellers (LENU -120 C)
• Cloud Certification Workshop for Resellers (LENU -118 C)

https://www.lenovodatachampions.com/enablement

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Challenges Why Lenovo Partner with Lenovo Conversation Cards Competitive Take Out Training & Certifications Team of Experts Additional Resources

Experts to count on! Marco Pozzoni

Director, Data Management Sales
EMEA

DACH SEMEA CSEE + EECA NEMETA EMEA

Willibald Haerdl Jurgen Turk

Riccardo Facciotti Jan Jiskra Espen Nilsen Sithi Sahleena Robert Brazier
Storage Sales Specialist Storage Technical Specialist
Storage Sales Manager Storage Sales Manager Storage Sales Manager Storage Channel Manager Senior Storage Product Manager
DACH EMEA

Sven Buchner David Rebollo Adrian Gheorghe Twan Van Genuchten Sven Nimmich
Storage Sales Specialist Storage Sales Specialist Storage Sales Specialist Storage Sales Specialist Storage Technical Specialist
Germany Iberia South East Europe Benelux Channel

Vincenzo Vollaro Raouf Daghbouche Sebastian Kulpa James Hope-Urwin Darlene Johnston
Storage Sales Specialist Storage Technical Specialist Storage Sales Specialist Storage Sales Specialist VEEAM Funded Head
Germany GA France Poland UKI Global BDM

Laurent Kaniuk Anton Kottsov Tim Brazier

Storage Sales Specialist Storage Technical Specialist Storage Technical Specialist
France EECA GA UKI

Joseph Layous
Storage Sales Specialist
META

TBH
Tech Seller
META

Les Ruddick
2023 Lenovo. All rights reserved. Senior Technical Specialist 46
NEMETA
Challenges Why Lenovo Partner with Lenovo Conversation Cards Competitive Take Out Training & Certifications Team of Experts Additional Resources

Additional Resources
Data Center Solution Configurators
Lenovo Storage Sizing Tool
Lenovo Storage Interoperation Center Tool
Compete Tool
Sales Plays
Product Information
Customer Success Stories
Lenovo Data Champions – Partners
Lenovo Storage Central – End customer
ISG Channel Playbook

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