IBM FlashSystem
A9000 / A9000R
Effective capacity and Tier 1
guarantees
Questions about guarantees, selling effective
Check
capacity,out Flashtools,
available Essentials
etc? or email
[email protected] For IBM and IBM Business Partner use only
FlashSystem A9000 & FlashSystem A9000R:
Go to market strategy
IBMs revenue/GB is less We must initiate a cultural
than of competitors
shift to selling data reduced
(Source: IDC Storage Systems Tracker)
capacity
Marketing and Sales: Lead with typical
effective capacity
List price: Set to competitive levels including
data reduction
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First, some definitions
Example with
FlashSystem A9000
300 TB
Raw capacity sum of the NAND flash bits in a system 105.6 TB
Physical capacity what the storage system stores - total system
57 TB
capacity after overprovisioning, ECC, and RAID
Effective capacity what the host writes - capacity available to the 300 TB
But can be more or
user after taking advantage of data reduction (pattern removal, less depending on
workloads deployed
deduplication, compression)
Allocated capacity what the administrator has provisioned -
capacity available to the user after taking advantage of data reduction
and thin provisioning 5.26 to 1
Data reduction the total amount of reduction achieved; this is often
represented as a ratio or as a percentage (e.g., 5:1 or 80%) & represents
the proportion
Industry of what
definitions can abehost can write and
inconsistent (effective capacity)
vary from these to what a
terms
(e.g., usable sometimes is meant system actuallyand
as physical stores (physicalmeant
sometimes capacity)
as
effective)
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FlashSystem A9000 & A9000R are marketed around
effective capacity (the capacity that represents what a host can write)
Flash can cost more than traditional disk, until we
factor in
Factor in tuning and management costs
Power & cooling savings
Savings from advanced data reduction
FlashSystem A9000 & A9000R have 3 types of data
reduction:
Pattern removal
Deduplication
Compression
Utilizing data reduction is how effective capacity is
achieved
Data reduction results are dictated by:
The implementation of data reduction
technology
The customers data, policies, and environment
Assuming the second point above is held equal, we
can match or beat any competitor with our
implementation of data reduction technology
For IBM and IBM(hence,
Business Partner use only IBM | 4
2016 IBM Corporation
Tier 1 Guarantee for IBM FlashSystem A9000 & IBM
FlashSystem A9000R
Performance: Endurance: 7 year 24x7 Support:
IBM MicroLatency FlashCore ensures that Up to 7 years support available
performance with full- Flash memory will be with optional price protection and
time data reduction covered for read/write flash media retention offerings
endurance while you
are under warranty or NEW Enterprise Class Support
maintenance
Focus of the following slides
Data Reduction: Peace of Mind:
Effective capacity guaranteed 3 different No charge, complimentary IBM services, like
ways: sight unseen, measured estimates training, configuration, and consultation, for all
& a competitive match tier 1 opportunities
NEW Pattern removal, deduplication, & NEW Perpetual Licensing with IBM
compression Spectrum Accelerate / IBM Spectrum
Storage Suite
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Three guarantees exist; they must be signed &
completed in the pre-sale process
Guarantee Competitive
Full, detailed General purpose
purpose response
Competitive Match
Guarantee Custom Data Reduction Sight Unseen Guarantee
Guarantee Guarantee Data reduction ratio
overview
We will meet demonstrated Must run the data reduction guarantee based on
competitive guarantees or estimation tool (on Fix workload performance
performance Central) Given eligibility levels
Demonstrated results must Tool can take a while to run satisfied, contract is for 3:1,
be documented (engage CTS or tech sales to 4:1, or 5:1
run it) See appendix for full details
Guaranteed
Demonstrated ToolData
resultsReduction
must be 3:1, 4:1, or 5:1
Competitor
reduction documented
Estimation Tool
Reduction Results
Remediation All guarantees remediation are a credit towards a future purchase
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*Questions about guarantees, selling effective
Additional details for guarantees capacity, available tools, etc? Check Flash Essentials
or email [email protected]
CUSTOM, GENERAL PURPOSE
COMPETITOR MATCH
DATA REDUCTION EST. TOOL SIGHT UNSEEN
Offered with New FlashSystem A9000 & FlashSystem A9000R systems, at time of purchase
Guarantee - Matches competitor guarantee that Guarantees data reduction Range of capacity, dependent on the
overview our customers can demonstrate estimation tool forecasts workloads data reduction capability
Exact. Up to the maximum capacity
Exact. Demonstrated results from 3:1, 4:1 or 5:1 depending on the
Capacity indicated on the datasheet based
FlashSystem competitor based on post-deployment performance of the
guaranteed on Data Reduction Estimation Tool
customer environment. customer workloads.
results.
No
Data analysis Yes by sales, tech sales, or solution
No (but there is a tool to help guide
required? engineering (IBM or BP).
estimates)
Guarantee System must be >50% utilized, and claims are valid one (1) month following the start date of the Eligible
period Machines IBM warranty.
Guarantee All guarantees are backed by IBM as future credit towards IBM Storage purchases.
Remedy Credit is approximately the value of the FlashSystem A9000/A9000R capacity shortfall to the guarantee.
Links Contract: Search for prefix: Z126- Contract: Search for prefix: Z126-
(Also refer to 7466 in contracts database 7432 in contracts database
Contract: Search for prefix: Z126-
Flash Essentials Tool: Available here (in Fix Central; Tool: Calculator link
7465 in contracts database
Guarantee enter any 7 digit number if it asks (tool is directional only, results are
Programs page) for serial #) not guaranteed)
Contract Yes & it must be executed in the pre-sales process. Official terms and conditions of the guarantees are
required? contained in the contract
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Guarantee only applies to reduction
Seller guidance on guarantees
Guarantees are a closing tool to be used as needed, not a lead with strategy
Lead with solving customer issues
Does the customer know their expected data reduction rate? If not, then
Use tools to become a customers advisor
Run Data Reduction Estimation tool for accurate result if possible, or,
Run EZ Data Reduction Calculator to guide expectation
Data reduction effectiveness does depend on clients data & workloads
Put in place a guarantee if there is a clear benefit to win the deal. There are 3 available guarantees: i)
sight unseen; ii) custom guarantee (per Data Reduction Estimation tool results); or iii) competitive
match.
All 3 will be posted in the contracts DB, and already approved by IBM legal
All 3 need to be approved & signed before the sale
All 3 account for benefits from pattern removal, deduplication & compression
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Remember, if you have
Appendix questions, please check out
Flash Essentials or email
Assessing sight unseen guarantee & submitting remedy request
[email protected].
Typical compression & deduplication rates
Data Reduction Calculator
Guarantee Q&A
Data Reduction Estimation tool process
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Sight Unseen: Assessing the guarantee
1 Confirm the remedy request is still within the guarantee period.
d
Ensure machine satisfies the minimum utilization rate
2 requirement (a below; needs to be at least 50%).
Deduplicatio Guaranteed Data
n Savings Reduction
Check the deduplication savings rate (b) to understand what Rate Savings Rate
3 guarantee tier the customer falls into (<30% is not applicable for 30% - 49% 66% (3:1)
the guarantee)
Assuming the minimum utilization rate is satisfied, compare the 50% - 59% 75% (4:1)
4 Total Savings/Written % (c) to the Guaranteed Data
Reduction Savings Rate (d) 60% + 80% (5:1) 81% (5.26:1)
If it appears that they require a remedy, follow the steps on the
4 next slide to submit a remedy request.
a b c
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Sight Unseen: How to submit a Remedy
Request?
1. Save the Volume Reduction Analysis Report
Actions -> System Capacity -> Volume Reduction Analysis Report
Example report
2. Send email with attached Volume Reduction Analysis Report to AskSpectrumAccelerate (
[email protected]) & cc the IOT leader
Title the email FlashSystem A9000 Estimate-Free Compression Guarantee Claim [Client_Name]
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Sight Unseen: Additional remedy details
IBM may provides configuration change recommendations, the customer has
to implement them within 30 days, and let an IBM or BP representative
review the system configuration and savings, after the recommendations
have been applied.
If guarantee objective is still not met after all configuration change
recommendations have been applied IBM will provide the remedy as
described in the signed contract.
If IBM & the customer both ultimately determine a remedy is required, the
customer will receive a credit towards a future purchase. Sales should work
with STS to process a rebar that would apply to the clients AR account for a
future purchase. The impact to seller compensation will be result of the
decreased future deal size.
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Sight Unseen: Remedy Examples
The remedy represents an approximate value of the capacity that we fell short to the guarantee
The resulting remedy % is multiplied by the net price of the FlashSystem A9000 or FlashSystem
A9000R in the bid to determine the credit
Remedy is applied per typical IOT concessions process
Example for a FlashSystem A9000 300 TB system below:
Remedy
System Guarante (physica Credit for
physical % of ed Data Guarante Effective Remedy l Remedy future IBM
capacit deduplicat Reductio ed Capacity (effective capacity Percentag Storage
y ionsaving n Saving capacity Actual capacity) ) e Purchase
FlashSyst 50% x
em A9000 114TB 28.5TB 50% [Eligible
57TB 35% 66% (3:1) 171TB 57TB
300TB (2:1) (57TB/2) (28.5TB/57TB) Machines
Purchase Price]
FlashSyst 25% x
em A9000 182 14.3TB 25% [Eligible
57TB 57% 75% (4:1) 228TB 46TB
300TB (3.2:1) (46TB/3.2) (14.3TB/57TB) Machines
Purchase Price]
FlashSyst 56% x
em A9000 182TB 32TB 56% [Eligible
57TB 71% 80% (5:1) 285TB 103TB
300TB (3.2 : 1) (103TB/3.2) (32TB/57TB) Machines
Purchase Price]
Dark blue boxes indicate measurements from deployed system
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Data reduction combines compression and
deduplication
(example using FlashSystem A9000 300TB)
Ratio Savings
300
5.00 80% High data reduction: VDI,
VSI, database test/dev with >5:1
COMPRESSION
240 280 300 320
4.00 75% copies, etc.
~5:1
180 210 225 240 300 315
3.00 67%
~4:1
175 188 200 250 262 300
2.50 60%
~3:1
180 225 236 270
2.25 56%
<3:1
200 210 240 300
2.00 50%
Low data reduction:
Pre-compressed, 180 189 216 270 300
1.80 45%
media, encrypted files,
etc. 175 200 250 278
1.67 40%
180 225 250 300
1.50 33%
200 222
DEDUPLICATION 266 300
1.33 25%
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24% IBM and
43%IBM46%
Business
52% Partner
62% 66%use only
71% 75% 79% 83% 86% Savings
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Data reduction by workloads (example using FlashSystem A9000 300TB)
reduction varies significantly by workload; typical mixed workloads drive ~5:1 overall DR
Ratio Savings
300
5.00 80%
Database
COMPRESSION
240 280 300 320
4.00 75%
3.00 67%
180 210 225 240 300 315 VSI
175 188 200 250 262 300
2.50 60%
180 225 236 270
2.25 56%
200 210 240 300
VDI
2.00 50%
180 189 216 270 300Email
1.80 45%
1.67 40% Media 175 200 250 278
180 225 250 300
1.50 33%
200 222
DEDUPLICATION 266 300
1.33 25%
2016 IBM Corporation 5% 19% For 29%
24% IBM and
43%IBM46%
Business
52% Partner
62% 66%use only
71% 75% 79% 83% 86% Savings
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Customer guidance: The EZ Data Reduction Calculator
(EZDR)
Drives expectation, and product selection, but not guarantee
Located on IBM Flash Essentials in the Sales Info & Tools category here
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Q&A
Why cant we just provide a blanket 5:1 data reduction guarantee?
While we expect the typical data reduction of general workloads on the FlashSystem A9000 & FlashSystem A9000R to be 5:1,
more or less, the results will vary depending on the customer specific data. For example, while most files are compressible, video
and encrypted files are not. Dedup will vary depending on decisions whether databases are cloned or copied, or if VDI is done
efficiently for example.
Can I just sell a minimum 3:1 capacity guarantee like the 2:1 FlashSystem V9000 compression
guarantee?
While the low end of the sight unseen guarantee range is a 3:1 ratio, we dont advise selling to the minimum. Your client might
actually achieve much more than that, and so limiting yourself to the 3:1 undersells the value of the FlashSystem A9000 /
A9000R. Understanding customers workloads will help them plan effective capacity expectations, and it allows us to guarantee
the appropriate level for the customer (likely more than 3:1).
Should I lead with the guarantees?
Understanding and analyzing the data reduction expectation of the workloads that a customer plans to deploy is very important
to guide the proposal and bid planning stage. Guarantees should be used as a closing tool as necessary.
Are we guaranteeing a specific data reduction ratio or a specific capacity?
We are guaranteeing that we will achieve a certain data reduction ratio with FlashSystem A9000 and FlashSystem A9000R.
The remedy will be credit towards a future IBM Storage capacity purchase.
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Q&A
Can I put a guarantee in place from the seller planning / guidance tools?
The seller / planning guidance tools are useful for setting customer expectations of data reduction but do not depend on
rigorous customer data input. Therefore, a general purpose capacity guarantee can be put in place with that customer, but will
not rely on the guidance tool results.
A Pure Storage seller told the customer their system will have 6:1 data reduction. Can we guarantee
this?
If this is based on a POC or other demonstrated results based on the customers workload, then YES, we can guarantee that
too. We are confident that FlashSystem A9000 & FlashSystem A9000R data reduction will be equal or better than competitors
results.
Can I put a data reduction guarantee in place using just the compression part of the tool?
Yes. In this case the FlashSystem V9000 may be a better fit for the opportunity as it provides compression at 40% lower list
price per GB, but a compression-only, partial scan result can be guaranteed
How can an IBM business partner participate in these guarantees?
An IBM business partner can run the Data Reduction Estimator tool (available on Fix Central) and can also use other IBM
sales tools to understand the data environment on behalf of IBM. Ultimately, if a guarantee is put in place it will be between
IBM and the customer. As such, it needs to be approved by the appropriate IBM contacts (see the administrator framework for
contact list).
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Full details: The A9000 Data Reduction Estimation
Tool
Scan phase Merge phase Results
System overhead
(Metadata, etc.)
Dedup friendly
Vol list
Workloads
Full Scan per host
System level
Total DR savings/ratio (5%
(Dedup & Compression) results accuracy)
Total dedup savings
Scan time 2-8hrs/TB per core/process Total compression savings
Merge
General DR/dedup/compression
Workloads Partial Scan List of
Option to identify and excludenon-eligible savings per volume
(Compression only) Vol list
per host non-eligible volumes volumes
Scan time Immediate (DR savings< 25%)
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