Seller Presentation - Power Systems Power Virtual Server.PPTX

IBM Power Systems Virtual Server
Seller enablement presentation
—
Andrew Jones
Worldwide Technology Enablement
andrewj@us.ibm.com

Seller guidance and legal disclaimer
Slides in this presentation marked as "IBM and Business Partner Internal Use Only"
are for IBM and Business Partner use and should not be shared with clients or anyone
else outside of IBM or the Business Partners’ company.
© IBM Corporation 2022. All Rights Reserved.
The information contained in this publication is provided for informational purposes only. While efforts
were made to verify the completeness and accuracy of the information contained in this publication, it is
provided AS IS without warranty of any kind, express or implied. In addition, this information is based on
IBM’s current product plans and strategy, which are subject to change by IBM without notice. IBM shall
not be responsible for any damages arising out of the use of, or otherwise related to, this publication or
any other materials. Nothing contained in this publication is intended to, nor shall have the effect of,
creating any warranties or representations from IBM or its suppliers or licensors, or altering the terms
and conditions of the applicable license agreement governing the use of IBM software.
References in this presentation to IBM products, programs, or services do not imply that they will be
available in all countries in which IBM operates. Product release dates and/or capabilities referenced in
this presentation may change at any time at IBM’s sole discretion based on market opportunities or other
factors and are not intended to be a commitment to future product or feature availability in any way.
Nothing contained in these materials is intended to, nor shall have the effect of, stating or implying that
any activities undertaken by you will result in any specific sales, revenue growth, or other results.
All client examples described are presented as illustrations of how those clients have used IBM products
and the results they may have achieved. Actual environmental costs and performance characteristics
may vary by client.
IBM and Business
Partner Internal
Use Only

Before starting, review the client
presentation
Client presentation:
https://ibm.seismic.com/Link/Content/DCmqdd962P
MDH8QP3hpTdHdgVhg3

Agenda
• Market landscape & trends
• Value of IBM Power Systems Virtual Server & IBM Cloud
• IBM Power Systems Virtual Server use cases
• Business continuity planning
• Datacenter strategy optimization
• Modernization
• Operational excellence and cost optimization
• Competitive positioning
• Pricing
• Call to action
• Internal and external resources

market landscape & trends

Hybrid and multicloud are the
new normal
Traditional
IT
Public clouds
and SaaS
Private
clouds
Dedicated
clouds
USD 640 billion in 2020
2018–2020 CAGR -9%
2018–2020 CAGR 18%
2018–2020 CAGR 15% A real-world look at multicloud
of enterprises will use a mix
of cloud models by 2022
90%
60%
of enterprises will utilize
flexible consumption models
by 2023
Movement
between clouds 73%priority
concern
Consistency
of management 67%priority
concern
Connectivity
between clouds 82%priority
concern
Sources: IDC Cloud Forecast; BCG & McKinsey

Clients that have relied
on IBM Power Systems
on-premises are looking
to align with their
cloud strategy.
Linux market:
2022 – $71.8B
2026 – $107.1B
Unix market:
2022 – $2.3B
2026 – $2.1B
30K+ IBM Power
Systems clients
In other words, businesses
need a way to flexibly
consume IBM Power
Systems resources!
IDC: Worldwide Server Forecast, 2022-2026: Pent-Up Demand to Accelerate Growth

Value of IBM Power Systems
Virtual Server & IBM Cloud

IBM Power
Systems
Maximize availability and reliability
with built-in advanced recovery and self-healing
for infrastructure redundancy and disaster recovery in IBM Cloud
Respond faster to
business demands
with efficient scaling
and consistent pay-for-use
consumption across public
and private clouds
Engineered
for agility
Provides a frictionless
hybrid cloud experience

IBM Power Systems security
Design, architecture, and integration
Security is architected into Power for all types
of threats: traditional, new, and emerging
Base platform security & integrity
24 Crypto
Engines
Encrypt data
faster with double
the crypto engines
on POWER9 at
twice the speed
On Chip
Accelerators
New GZIP
compression/deco
mpression on chip
is much faster
than software
Trusted Platform
Module (TPM)
Root of Trust (RoT)
for measurement
of software stack
running on system;
allows remote
verification
(attestation)
Trusted Boot
Allows the
inspection
and remote
verification
(attestation)
of firmware
components
running on
a server
Compressed
and Encrypted
LPM Data
LPM operations
are accelerated
and made more
secure as data in
flight is protected
Secure Boot
Designed to
protect system
integrity by
verifying firmware
components via
digital signatures
(e.g. by IBM)

An integrated platform
enabling flexibility
and dependability with
a robust architecture,
exceptional security,
and business resilience
An open operating
system built by
the open source
community, with faster
processing speed
and inherent
security
3 operating
systems
and a variety
of workloads
on one
platform! A scalable, robust
enterprise open
standards-based UNIX
operating system
designed for mission
critical workloads
IBM Power
Systems

Run IBM Power workloads with
AIX, IBM i, and Linux PowerVM-based
Virtual Machine-as-a-Service
Fast, self-service provisioning through IBM
Cloud Catalog with flexible management
Cloud consumption-based pricing plans
Access to a stack of enterprise IBM Cloud
services – all with pay-as-you-go
with committed use billing that lets clients
easily scale up and out
Deploy cloud native applications
running on Red Hat OpenShift
LPAR LPAR

Why IBM Power Systems Virtual Server?
Datacenters
across the
globe
Clients deployed
production, HA/DR,
development, and test
use cases
Key solutions
Certified SAP
907,820 SAPS,
world record
Certified SAP
NetWeaver HANA
AIX, IBM i, and Linux
Red Hat OpenShift
IBM Cloud Paks
Epic (Pilot)
Oracle
Comprehensive
Security &
Compliance
GDPR/LGPD
SOC1 Type 1 and Type 2
HIPAA ISO 27K
SOC2 Type 2, PCI (coming)
Direct Link
Identical enterprise stack as certified on-premises
architecture in microprocessors, firmware, PowerVM,
PowerVC, and dual VIOS.
Enterprise Architecture

Worldwide deployment locations*
IBM
15 datacenters in 7 countries
(more coming)
Americas
- Dallas
- Washington DC
- Toronto
- Montreal
- Sao Paulo
EMEA
- Frankfurt
- London
APAC
- Sydney
- Osaka
- Tokyo
NOTE: IBM Power© Systems Virtual Servers
are physically located in IBM Cloud datacenters
with their own dedicated infrastructure

IBM Power Systems Virtual
Server and IBM Cloud
Datacenter 1
Datacenter 2

IBM Power Systems
Virtual Server use cases

Type of clients
Current AIX, IBM i, and Linux
on IBM Power Systems clients
Use Case:
Upgrade or expand
current environments
Client Need:
• Disaster Recovery
as a Service (DRaaS)
• Development and test
environments
• Extend IT infrastructure
to the cloud
• Justify capital spending
to refresh and long-term
capacity planning for growth
Managed Service Providers
(MSP) and Cloud Service
Providers (CSP)
Use Case:
Cloud-based service they
can offer to their clients
Client Need:
• Cloud-based service
for their clients with new
and improved services
• Looking to get out of
buying and hosting their
own datacenters, improved
economic model
Independent Software
Vendors (ISV)
Use Case:
Host and create Software as
a Service (SaaS) offerings
Client Need:
• Ability to deliver
SaaS offerings quickly
without having to deploy
new infrastructure
• Leverage IBM to expand
into new geographies
and markets
• Reduce development costs

Improve operational cost
Operational Excellence
and Cost Optimization
Business expansion and
worldwide growth
Datacenter Strategy
Optimization
Reliable failover
solutions
Business Continuity
Planning
Modernize processes
and evaluate feasibility
of cloud
Modernize
Increase business agility
Modernize - connected with
200+ IBM Cloud services
Cloud integrated API that easily
integrates to existing tooling
Shift from buying max capacity
to provision on-demand
Start with development and test
environments
Ease of technology upgrade
and supported software
Pay-as-you-go billing, CapEx
to OpEx
Align specialized skilled resources
with key business objectives
Improve service and response
time, off hours coverage
Improve business agility
and flexibility
Rehost: architecture aligned
with on-premises certified stack
Maintain ISV certifications
and support
Grow quickly. Accelerate time
to value. Geographic expansion
Multisite implementation with
production, HA, DR,
development, and test
environments
Backup, high availability,
and disaster recovery
Reduce CapEx
Flexible disaster recovery
capacity
Reduce capacity
planning complexity
and capacity headroom
How can IBM Power Systems Virtual Server help clients?

Use case: Business
continuity planning
Problem statements:
• Need a high performing and reliable
infrastructure plus consistent enterprise
stack as on-prem to conduct business
and ensure continuity without doubling CapEx
• Looking for low-latency connections between
on-prem and remote Power infrastructure
• Use high availability, backup, and
disaster recovery infrastructure for on
and off-premises environments
Examples
• A Power on-premises
client backing up
or doing HA/DR to
a PowerVS
datacenter
• Reprioritizing or
existing data
center strategy
Why PowerVS?
• Seamlessly move
and manage
workloads across
cloud and on
premises
environments
• Broad geo footprint
Who is this for?
• Clients with mission critical workloads
that cannot fail or have down time
• On-premises clients seeking
hybrid cloud solutions
• Clients looking to off-load partial
datacenter responsibility to IBM
Client example: BRF
“In an increasingly digital world, every second of downtime is
expensive. With PowerVS servers, BRF allows high
availability in case of failure of any server, creating more
reliable access to any of the company's applications. This is
a big step in IBM’s joint work to migrate BRF's mission-
critical workloads to IBM Cloud. BRF recently completed its
disaster recovery plan using the resources of PowerVS,
supported by high levels of security and resilience to allow
the continuity of its business.”

Use case: Datacenter
strategy optimization
Problem statements:
• Want to exit an existing datacenter or stop CapEx
but need a certified Power infrastructure
to continue delivering performance, security,
and reliability, as well software license saving
• Seek a consistent architecture across enterprise
stack (microprocessors, firmware, virtualization
management, and OS) as on-premises
• Looking for:
• Frictionless migration
• No CapEx or up-front payment
• Cloud flexibility and agility
• High quality compliance and security
Examples
• Reprioritizing
existing data
center strategy
• Reduce IT assets
for business
acquisitions
and divestitures
• WW expansion
Why PowerVS?
• SAP certification
• Oracle support
• Deep IBM Power
Systems
and cloud skills
• Broad geographic
footprint
Who is this for?
• Clients with mission critical workloads
that cannot fail or have down time
• Clients looking to offload data
center responsibility to IBM
• Clients seeking ease of business expansion
Client example: Iptor

Use case: Modernize
Problem statements:
• Need to do short term development work
without impacting production environment
• Want a quick and low-cost way to validate
performance of the latest Power technology,
and upgrade to newer software as they
start their hybrid cloud journey
• Use pay-as-you-go billing
without capital outlay
• Spin up or down servers as needed
Examples
• Software upgrade
(AIX 7.3, IBM i next)
• New application
development and test
• ISV testing in the new
platform
• Early container work
Why PowerVS?
• Easy move to QA
and production
• Flexibility
and agility
• Client-paced
modernization
Who is this for?
• Current on-premises clients
looking to modernize
• Clients reaching software
or hardware EoL / EoS
• Clients wanting to develop, upgrade, and test new
software, as well as hardware performance
• Those with an interest in deploying
containers as well as virtual machines
Client example: FNZ

Use case: Operational
excellence and
cost optimization
Problem statements:
• Need flexible ways to modernize
while optimizing costs
• Stem the loss of specialized
skilled resources (AIX, IBM i, etc.)
• Shift from buying max capacity
to provisioning on-demand to keep
up-to-date with the latest software
• Streamline licensing costs
Examples
• Software upgrade
(AIX 7.3, IBM i next)
• Hybrid cloud strategy
Why PowerVS?
• Same experience
on-premises
and off-premises
• Flexibility
and agility
• Client paced
modernization
Who is this for?
• Current Power7 and Power8 clients
• Clients looking to reprioritize
internal resources and skills
• Clients reaching software
or hardware EoL / EoS
• Clients shifting from CapEx to OpEx
Client example: Labeyrie Fine Foods

IaaS - IBM Power Systems Virtual Servers for SAP
IBM Power Systems Virtual Servers
• Bring your own SAP license (BYOL)
• Aggressive priced cloud offerings
• SAP HANA certified production instances allow clients
to choose to best meet their QoS requirements with
targeted SLAs for:
• Ultra-memory (OLTP)
• Memory-intensive (OLAP)
• Balanced workloads (OLAP)
• Compute-intensive (OLAP)
• Additional migration services available
• Mixed workload capability across
Linux, AIX, and IBM i
On
Premise
IaaS
Power
Systems
Virtual
Server
PaaS SaaS
Applications
Data
Runtime
Middleware
OS
Virtualization
Servers
Storage
Networking
Client
Manages
Managed by
IBM
https://cloud.ibm.com/catalog
Responsibility Matrix

Power Systems Virtual Server
for SAP HANA
• IBM is the only company that
• Has certified SAP HANA and NetWeaver instances on IBM Power
• Delivers SAP-certified hybrid cloud offering for IBM Power, on and off premises
• Is one-stop for all SAP business solutions - create a migration path to SAP HANA
• Offers zero up-front cost to deploy SAP HANA on E980 IBM Power Systems
• Leads the industry for large instances in flexibility and competitive pricing
• Can scale and virtualize reliably past 6TB
• Enjoys a price advantage for development and test with pay-as-you-go (approximately
40% less expensive compared with AWS and Azure) and is on par with one year commit
• Addresses both volatility and resiliency: IBM Power is a more stable,
enterprise class platform with all flash NVMe enabled network storage
• Provides superior storage resiliency
SAP
certified
cloud
instances
on Power
Enterprise
security,
performance,
and resiliency
Fast provisioning, scalable;
comprehensive implementation
services to architect and deploy
SAP HANA based platforms

Published SAPS Benchmarks1,2
IBM Cloud / 1 July 2020 / © 2020 IBM Corporation
550,670
480,600
285,970
147,220
143,230
135,080
112,830
96,700
95,400
907,820
IBM Power Systems Virtual Server E980
IBM BI.S4.H8.6000
Amazon EC2 u-6tb1.metal
IBM BI.S4.H4.3000
IBM BI.S4.H2.1500
Amazon EC2 r5.metal
Microsoft Azure Virtual Machine Services D96as_v4
IBM BI.S4.H2.768
Microsoft Azure Virtual Machine Services D64as v4
Amazon EC2 c5.18xlarge
The 10 Most Power SAP-Certified Servers in the Cloud
SAPS
Higher SAPS lead
to a smaller number of
servers to manage, reduced
cloud infrastructure
and management
cost and reduced
license cost
IBM is best in SAP benchmark performance, power, and x86

competitive positioning

Competitive landscape
Rehost on
other Public
Clouds
(Google,
MSP)
Rehost on
Skytap
(Azure)
Private
Cloud
(Refresh
on-premises)
Re-platform
application
to x86
Why • Incumbency/Relationships
• IaaS or MSP
• Azure credits, chosen CSP,
network in place
• Ease of use
• Perceived lower cost
of ownership and more
control of the environment
• Incumbency/Relationship
• Perceived as legacy
technology
• Lack of skills
Weakness • GCP – Lack of SAP
Certification and Oracle
support, limited datacenters,
no IBM i, and no SAP HANA
• MSP - Limited datacenters,
resilience, disaster recovery
capabilities, and compliance
• No high-end enterprise
Power Systems and
no SAP HANA
• Variance of enterprise stack
• Inconsistent user
experience between
production and non-
production
• In the business of managing
datacenter and hardware
• Missing flexibility, agility,
and innovation of Cloud
• Very high cost
and time consuming
• Risk of success
Why IBM Power
Systems Virtual
Server is a better
choice
• Cloud operating model,
scalable from 0.25 core
• Global datacenter availability
• IBM i Service Extension
and support for v7.1, 7.2
• High availability
and throughput
• VTL backup supported
• High-end and
scale-up hardware
• Future proof.
Enables innovation
• Cloud Operating
Model. IaaS
• Competitive pricing with 3-
year commit
• Rehost on PowerVS –
cheaper and quicker
with same architecture
and certifications
• IaaS with partners
for middleware
management
Potential clients will
consider alternative
providers and
approaches.

Competitive landscape
PowerVS has the best
technology, superior
pricing, ISV certification
and support, identical
technology stack
as on-premises
deployments,
and end-to-end IBM
support from
development and up

• PowerVS Movable IBM i is not used in this compare, price competitive advantage
can be further enhanced with Moveable IBM i
• Additional discount at 10% for 1-year and 5% for 3-year are used for Azure
Skytap
• Azure Skytap East region pricing is used
• One Skytap vCPU is 1/8 of a core
Retail client comparison with Azure Skytap
Deal details
A sizeable IBM Retail
Client using:
7 IBM i LPARs
3 S922 cores
236GB of total RAM
34.7 TB of Tier 3
storage
3 Year 1 Year
PowerVS 5,613.68 with
45% Discount
$7,144.69 with
30% Discount
Microsoft Azure
Skytap
$11,138 $11,472
Comparison PowerVS is
~50% less
expensive
PowerVS is
~38% less
expensive

IBM Power Systems Virtual Server pricing

Pricing elements: compute, memory, and storage
Compute
• Availability varies by datacenter
• 4:1 Virtual cores to physical
cores
• S922 (scale out)
• Shared uncapped - .25 to
15 cores (.25 increments)
• Shared capped - .25 to 15
• Dedicated – 1 to 15 cores
• E980
• Shared uncapped – .25 to
143
• Shared capped – .25 to 143
(.25 increments)
• Dedicated – 1 to 143
Memory
• 2 Gigabyte (GB) minimum
• Rates increase for usage > 64
GB per core
• 1TB = 1024 GB
Storage
• Tier 1
• NVMe-based flash storage
• 1TB = 1000 GB
• Higher throughput (10 IOPS)
• Higher cost
• Tier 3
• SSD flash
• 1TB = 1000 GB
• Lower throughput
• Lower cost

Pricing elements: operating systems
IBM AIX
• License cost included
with PowerVS instance
• Stock images available
• Bring your own images
• AIX 7.1 or later
IBM i
• License cost included
• Movable IBM i (IBM i MOL)
allowed
• IBM i 7.1 or later
Linux
• License cost can be included
or bring your own license
• Supported distributions:
• Red Hat Enterprise Linux
• SUSE Linux Enterprise

Pricing elements: network
Option Typical Uses Workload Component Cost
Internet access Limited Internet access Test/Development/POC
PowerVS only
IBM Managed
Gateway
No charge
IPSEC VPN
(Shared Gateway -
VPNaaS)
Secure VPN access
PowerVS only workload
Test/Development/POC
Production*
PowerVS only
IPSEC VPN
instance on IBM
Managed Gateway
~$37 per
month
IPSEC VPN
(Dedicated
Gateway)
Secure VPN access
Client managed firewall/gateway
All workloads
(PowerVS + Significant
X86)
IPSEC VPN
instance on
Dedicated
Gateway/Firewall
~$703 per
month **
Direct Link
(Connect/Dedicated)
High Speed Private Bandwidth (up to 10Gbps)
Client managed firewall/Gateway
All workloads
(PowerVS + Significant
X86 )
Direct Link Traffic
Dedicated
Gateway/Firewall
~$1125 per
month***
Megaport SDN Dedicated Private Bandwidth (up to 10GBps )
Highly latency sensitive traffic
PowerVS only Dedicated Private
Bandwidth
procured through
Megaport
~$1000 per
month ****
* VPNaaS leverages shared gateway service and may only be compatible with very lightweight/low traffic product workloads
** 1Gbps single appliance gateway
*** 35TB traffic assumed on 1 Gbps single gateway
**** Sample unlimited 1GBps traffic, procured directly through http://www.megaport.com/

Pricing tools
Tools
• IBM Cloud portal
• Cool Tool (IBM only)
• Seismic:
• Pricing estimator spreadsheets
• Total Cost of Ownership (TCO)
Calculators (SAP, AIX,
and PowerVS vs. x86)
• Capacity planning worksheet
• Oracle software support assistance
IBM Techline
• Support for:
• IBM Systems & Cloud Platform sellers
• Business Partners & Distributors
• Capacity planning, workload assistance,
pricing assistance, solution design
assistance, technical questions, and more
• Engagement links:
• IBM: https://w3.ibm.com/w3publisher/wwtechline
• BP: http://www.ibm.com/partnerworld/techline
34

Define client
requirements
Translate
requirements
to PowerVS
offering
instances
Price
instances
Proposal to
client
Architect the solution to
expose value and savings
35
Build a VMaaS plan for the client actual workloads versus duplicating the on-premises box as-is with cloud VMs
Do not:
• Use dedicated or capped cores unless
required by software licensing
• Forget to measure on-premises usage
and adjust for CPU generation differences
• Assume the on-premises capacity
is the same as needed in the cloud
• PowerVS allows fully customized
and API resizable VMs to provision
exactly what is needed
• Most clients maintain 20-35% excess
capacity in on-premises capital
Do:
• Consider all pieces of an end-to-end solution
(for example COS, Direct Link, PowerHA)
• Begin with an assumption of 20% capacity
reduction off across the top on all LPARs
• Begin with assumption of 60% capacity off
non-production workloads and leverage
cloud flexibility
• Change in storage tier for non-production

Pricing discounts
Committed Use/Reserved Instances
• 1 year committed use savings plan
up to 30% discount*
• 3+ year committed use savings plan
up to 45% discount*
• Process:
• Today – special bid beyond geo
delegation
• Future – 1 and 3 year discounts
available via portal
36
Dedicated Pod (Pilot)
• ~500 cores minimum
• 3+ year contract preferred
• Behind standard PowerVS
control plane
• Maintains LPAR as a service delivery
(no application support)
* Contingent on PTI - negative deals still go through
the standard geographic delegation process

Power Systems Virtual Server 2022 promotions
Deal Size Promo Cloud Credits Lab Services
All (to accompany
Power10 purchases)
POWERVS1500
Info
How to
$1500
40 hours (10K P2C
points) included
with Power E1080
Small deals < $100k
$5k Attach
Info
How to
$5,000 NA
IDENTIFY
VALIDATE
QUALIFY
SOLUTION
1
3
5
6
7
PROPOSE
COMMIT
CONSUME
2
4
Free Trial
Proof of Concept
Migration funding
Deal Size Promo tier Cloud Credits Lab Services
Deals $100k-$200k
30 Proof
How to
$20k $10k (40 hours)
Deals $200k-$500k
50 Proof
How to
$30k $20k (80 hours)
Deals > $500k
70 Proof
How to
$45k $25k (100 hours)
Deal Size Promo Detail Lab Services
Deals >=$100k with
Ecosystem Partners for up
to 3 years.
Cloud Engagement
Fund
Info
How to
Up to 10% cloud
credits for migration
OR apply with Build
Lab Resource. GSIs
can be approved with
exception
NA

IBM Power Systems Virtual Server call to action

Call to action
Continue the
education journey
• Leverage the
resources in the
last section of this
presentation
• Get active in the
Slack communities
• Register for IBM
Cloud Sales
and technical
enablement
webinars
Find clients
• Marketing
intelligence
resources:
https://w3.ibm.com/
w3publisher/market
ing-intelligence-for-
sellers
• Use Athena to find
potential in territory
clients
• Build a plan using
IBM Sales Cloud
(ISC)
Engage with clients
• Articulate the value
of PowerVS
• Demonstrate
• Start a Proof-of-
Concept (PoC)
Team with Business
Partner ecosystem to
win the deal

internal and external resources

Key internal resources
IBM Power Systems Virtual Server Sales Kit on Seismic
In the Sales Kit, find up-to-date enablement content, promotions, pricing,
sizing, competitive, datacenter capacity, and other valuable information.
In addition, find links to the Total Cost of Ownership (TCO) calculator
with examples for different solutions. And most importantly, find key contacts!
#winroom_power_iaas – IBM Power Systems Virtual Server specific deal support
and technical questions
#iaas-public-cloud-win-room – Opportunity Triage - Solutioning for VMware on Cloud,
IBM Power Systems Virtual Server, SAP on Cloud, VPC, and Skytap
#power_hour_community- Information on enablement sessions
Power Systems Virtual Server – The Seller Journey (IBM Only)

Key external resources
Offering landing pages
Documentation
Order it on IBM Cloud Portal

Seller Presentation - Power Systems Power Virtual Server.PPTX

Seller Presentation - Power Systems Power Virtual Server.PPTX

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