Eric Sperley

SDS Architect

IBM Software Defined Infrastructure

Spectrum Scale Opportunity Discovery & Deal Progression

1 © 2015 IBM Corporation

 Spectrum Scale Opportunity Discovery & Deal Progression
lAgenda: Opportunity Discovery & Deal Progression
lHow we Find Spectrum Scale opportunities
lHow we Discover Spectrum Scale opportunity details
lHow we Qualify Spectrum Scale opportunities
lHow we Progress Spectrum Scale opportunities
lHow we Capture, Record and Reference progressed opportunities

Demo:
lWalk thru the Tools that help discover, respond, propose, and close Spectrum Scale business

Q&A

2 © 2015 IBM Corporation

 Spectrum Scale Opportunity Discovery & Deal Progression

lHow We Finding Spectrum Scale & Spectrum Scale Server Opportunities

lRFP/RFI Submissions
lWeekly/Monthly/Quarterly Client Calls
lSales Conference Client Conversations
lClient Sales & Technical Educational Workshops
lSales Team Initiated “Technology Reference Papers”

3 © 2015 IBM Corporation

 Spectrum Scale Opportunity Discovery & Deal Progression

lDiscovering the Details Spectrum Scale & Elastic Storage Server Opportunities
lHow we Discover Spectrum Scale opportunity details
l#1 Success
lAsk Questions
lUse the TDA Discovery worksheets
- Client Follow-up calls
lUnderstand their high-level “Story” but get the geeky details
lUnderstand what they do, how and why they do it
lKeep a record of documentation, notes, updates..

l#1 Failure
lDon’t pay much attention to what they want, just pitch something.
lHave a sizing plan before you get the details
lDisregard their mentioned pain points
lFail to understand How they Measure Success
lInsult or dismiss their concerns or “experience” value
lFail to have a client communication plan that represents their needs

4 © 2015 IBM Corporation

 Elastic Storage Opportunity Discovery & Deal Progression

lHow we Qualify Elastic Storage opportunities… from a technical perspective

lSound Discovery Practices
lLeverage knowledge from similar opportunities Sales Business
lCollaborate with the Experts Teams, Partner
lFocus on the Client Experience Client,
lGet Organized and Document Everything SDI,
lAlways Lead by Proposing “Best Practice” Storage,
POWER
lWe also qualify from a business perspective
lExamples of less Productive work
lFocus Efforts on Revenue Generating Opportunities

SMEs Special
& Bid
Architects Pricers

5 © 2015 IBM Corporation

 Spectrum Scale Opportunity Discovery & Deal Progression
lProgressing Spectrum Scale & Elastic Storage Server Opportunity
lHow we Progress Spectrum Scale opportunities
lSound Discovery Practices
lBuild a solution that meets as many of the client requirements as possible
lPut yourself in their shoes and satisfy your goals with your proposal
lFocus on the Client Experience (professional, thorough, client centric)
lWork as a collaborative Internal “Team” to challenge and reflect on your proposal (before client engagement)
lGet Organized, Meet regularly, Listen, and Show Attention & Concern, Document Everything
lValidate / Cross Check all Follow up on Delegations
lTry to work backwards from the Target close Date
lRun Regular Client Health Checks and become your clients best Advocate when/if problems arise
lAsk for a reference and help guide what a reference does

6 © 2015 IBM Corporation

 Spectrum Scale Opportunity Discovery & Deal Progression
lSpectrum Scale & Elastic Storage Server Opportunity – Building References
lHow we Capture, Record and Reference Spectrum Scale opportunities
lOrganize the High Level Use Case
lBuild a timeline and log events and victories
lDocument the key points of benefit that the client received from your solutions
lCommunicate the Client Experience
lCatalog the use case, solution and key aspects for future leverage
lAsk for and test your reference
lShoot for 30% Reference Accounts Invite them to join you in
conferences and have them
speak on your behalf.
Build a reference partnership by helping them to
capture the real value of their decision to
implement your solution, and they will in turn help
to reference their success.

7 © 2015 IBM Corporation

 The “Money” Chart – The Vision
lSpectrum Scale is a single scale-out data plane for entire data center
lUnifies VM images, block devices, objects, and files

lSingle name space no matter where data resides

lDe-clustered parity - Spectrum Scale Native RAID (GNR)

lData in best location, on the best tier (performance & cost), at the right time

lAll in Software

Single Name Space

OpenStack
NFS iSCSI VMWare
Nova
GPFS Hadoop
POSIX CIFS Swift Cinder VADP SRM
Manila Glance VAAI vSphere

Active
GPFS File
Manager
Spectrum Scale Cloud
Storage

GPFS SSD Fast Tape

Disk GNR

Policies for Tiering, Data Distribution, Migration to Tape and Cloud

8 © 2015 IBM Corporation

 TCOnow!

Spectrum Scale Solutions

Actual Demo of Tools – (30 minutes)
Spectrum Scale Client TDA Checklist (Discovery tool)
Spectrum Scale Sizing Worksheet RFP/RFI Response Tool

E-Config
RFP/RFI Response Tool
TCOnow! E-Config

Sizing Worksheet

TDA Worksheet

9 © 2015 IBM Corporation

 Spectrum Scale Solutions
Spectrum Scale Sales Wiki
https://w3-connections.ibm.com/wikis/home?lang=en-
us#!/wiki/GPFS%20Sales%20Wiki/page/Spectrum%20Scale%20Sales%20Wiki
Spectrum Scale Client TDA Checklist (Discovery tool)
http://w3-03.ibm.com/support/assure/assur30i.nsf/WebIndex/SA1053
Spectrum Scale Protocol Node Sizing Worksheet
https://w3-03.sso.ibm.com/sales/support/ShowDoc.wssdocid=SGDK598030Y76235G67&appname=w3skm
E-Config
http://w3-03.ibm.com/transform/worksmart/docs/e-config.html
RFP/RFI Response Tool
https://w3-connections.ibm.com/wikis/home?lang=en-us#!/wiki/GPFS%20Sales%20Wiki/page/RFP%20-
%20RFI%20Text
TCOnow! (access from COMP tools)
https://w3-03.sso.ibm.com/marketing/mi/compdlib.nsf/pages/tools#_Clients

10 © 2015 IBM Corporation

 Questions?

11 © 2015 IBM Corporation