For Business Partners

1Q 2013

Global Business Partner Sales Plays

Midmarket (MM) & Large Enterprise (LE)

Table of Contents

About this Document

Call to Action

New Solution Accelerator Incentive

1Q13 Business Partner Sales Plays

About this document

This playbook is designed to provide you a view of the IBM Business Partner sales plays that your sellers can use as they develop their sales strategy Each play includes quick reference guides and enablement links to pursue sales activities throughout the sales cycle For the midmarket, we encourage your marketing leaders to launch complementary demand generation campaigns, leveraging materials supplied through related IBM Execution Blueprints.

Sales Plays are: A point-in-time revenue driving effort focused on helping you sell targeted IBM offerings in selected markets under specific circumstances Used to augment the general offering resources available in a sales kit by packaging more specific assets like education, competitive information and market analysis Changed or refreshed every 3-12 months and communicated quarterly Segregated by target end client and includes IBM points of view, as well as offerings, that are specific to the midsized business (100-999 employees) and the large enterprise (1000+ employees) Not an incentive or promotion Quick Reference Guides (QRGs) are : One-page overviews of a sales play or offering that include quantifiable value propositions for both you and your clients
Note: Each region selects the most appropriate plays from this GLOBAL playbook and may add local sales plays check with your IBM representative for a more local view.
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Call to Action

Select the business focus area that matters to you and find the latest sales plays aligned to it.
Marketing: Select plays most appropriate to your seller communities, add your firms guidance, and promote the PartnerWorld links to the sellers in time to influence quarterly territory planning. Simultaneously, launch related demand generation campaigns, leveraging support materials found in IBM Execution Blueprints. Track results of the sales plays and report the feedback to your local IBM representative. Sales: During quarterly territory planning, select a handful of these sales plays that help close quota gaps. From the PartnerWorld links, leverage the contents to support sales activities throughout the sales cycle. To find more sales plays, including these in this playbook, using the PartnerWorld Resource Finder , search Resource type, selecting Sales Play, and any additional filters of your choice.

Back

IBM Solution Accelerator incentive (SAI) was announced at the PartnerWorld Leadership Conference on February 28, 2012 targeting all IBM Business Partners. The incentive has two elements: Base Reward:
Channel reward for selling eligible IBM hardware products and eligible IBM software products together

Bonus Reward: Additional channel reward for selling predefined solutions of

hardware and software. Additional reward only applies to the eligible software content of the solution.

In addition, Business Partners can also earn up to one percent in fees when clients finance their solution through IBM Global Financing. All the sales plays in this book marked with (*) align with this incentive
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Summary of NEW Sales Plays

Category Midmarket Large Enterprise

Competitive

Enterprise Class Smarter Cities Foundation on System z

Summary of DELETED Sales Plays

Category Midmarket Reduce Costs & Accelerate Integration across organizations of all sizes with WebSphere MQ & WebSphere Message Broker Express Web Experience Inside Out Large Enterprise

Business Agility

Social Business

Solutions (Industry specific)

Cast Iron Express - Quick Play

zEnterprise Smarter Planet/Industry Solutions SAP zEnterprise Smarter Planet/Industry Solutions Core Banking

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1Q13 Sales Plays Business Analytics and Optimization Cloud Computing Competitive Solutions (Industry Specific) Smarter Commerce WOI (Smarter Computing)

Security and Resiliency

Social Business
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Business Analytics and Optimization

Client Set Midmarket (MM) or Large Enterprise (LE) MM Business Analytics for Midmarket * Provides a one-stop integrated Business Intelligence and planning solution. MM & LE Reduce IT Costs * Offers unique advantages that permits BP to provide critical infrastructure to clients at a lower total cost with improved service levels and performance. MM & LE IBM Smart Analytics Systems 5710 * Cost-effective solutions with quick to deploy analytics and business intelligence (BI) capabilities on a powerful warehousing foundation. MM Power Midmarket Expansion Provides opportunity to sell financial and technical benefits of POWER7 over previous Power-based servers and competitive UNIX servers in order to increase revenue and profit. STG SWG SWG Cross BU Business Unit

Business Analytics and Optimization

* Aligns with SAI

Sales Play Brand u Lead with Brand l Cross Sell u Business Analytics l Storage

SWG

uInformation Management lPower,Storage ,SystemX & Bladecenter , Systemz, Webspehere,Tivoli/ security uBusiness Analytics l Storage, SystemX & Bladecenter

u Power l PureFlex System, Systems,Software, Storage, Information Management, Rational, Tivoli / Security, WebSphere, Industry Solutions uInformation Management
8

Information Integration : Deliver Trusted Information * A comprehensive guide to Information Integration with IBM InfoSphere Information Server Workgroup Edition.

MM & LE

SWG

Business Analytics and Optimization

Client Set Midmarket (MM) or Large Enterprise (LE) LE Cross BU Business Unit

Business Analytics and Optimization

* Aligns with SAI

Sales Play
Brand u Lead with Brand l Cross Sell u Business Analytics

Business Intelligence Led Business Analytics * Addresses the demands of business for usability, accessibility and control without compromising IT's high standards for conformance and flexibility. Integrated Document Imaging & Advanced Document Capture ECM solution enables total document image management, from advanced capture, highly scalable imaging repository and interactive document viewer, Data Warehouse and Analytics Gaining Insights into Your Business* Focused on two key data warehousing solutions: IBM Netezza and IBM Smart Analytics 5710.

SWG

LE

SWG

uIndustry Solutions

LE

SWG

u Information Management l Information Management

Get Analytical with System x SAP HANA Enables sellers to focus on the SAP HANA opportunity. Core target customers are the existing SAP ERP customer base and the SAP business warehouse customer base.
Financial Statement Reporting* IBM Cognos FSR is the only enterprise software that automates the external reporting process by linking the report to the source data, enabling auto- generation of the latest version of the report. STG Smarter Analytics Growth Learn how you can help your clients realize the benefits of a Business Analytics Solution and position STG as the preeminent platform provider for IBM and ISV business analytic offerings..

LE

STG

u Power l System x and BladeCenter

LE

SWG

u Business Analytics

LE

STG

uBusiness lAnalytics , System z, System x and BladeCen ter Storage

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Cloud Computing

Cloud Computing
Sales Play
Client Set Midmarket (MM) or Large Enterprise (LE) MM Cloud Computing for Midsize Companies* Focuses on companies to reinvent their business with IT as a key enabler of business growth allowing more rapid responses to marketplace opportunities MM & LE SWG Cross BU Business Unit

* Aligns with SAI

Brand u Lead with Brand l Cross Sell l Business Analytics ,GTS (services) ,Storage, Power, SystemX & Bladecenter ,Lotus, Webspehere, Tivoli/ security

Get Engaged and Go Social in the Cloud * Provides information to engage clients looking to become a social business in the Cloud.

uLotus

LE STG Building Cloud Infrastructure Advantage Solutions for both private cloud deployments and building platforms for cloud service providers. LE

STG

l Storage, SystemX & Bladecenter, Systems,Software, Tivoli / Security,Systemz,Power, GTS (Services) u Power l Systems,Software, Storage, Information Management, Tivoli / Security, WebSphere, GTS(Services) uSystemX & Bladecenter , PureFlex System l GTS(Services), Systems Software, Storage, uPureFlex system

Power Cloud Designed to enable customers to move priority workloads to the cloud, leveraging performance, scalability and RAS capabilities of IBM Power Systems. Selling x86 Cloud Solutions Designed to maximize IT efficiency and lower TCO with cloud technology that is based on comprehensive x86 cloud and virtualization based System x and PureFlex platforms. Accelerate Cloud with IBM Pure Flex and Flex Systems Targets install/comp. to deploy Cloud as platform or Infrastructure as a Service. Drives opportunity for clients to gain insights through big data or analytics, and dense technical computing

STG

LE

STG

MM &LE

STG

10

Cloud Computing

Cloud Computing
Sales Play Client Set Midmarket (MM) or Large Enterprise (LE) Cross BU Business Unit

* Aligns with SAI

Brand uLead with Brand l Cross Sell

Selling x86 Cloud Solutions for Midmarket MM businesses can simplify IT with low touch cloud technology that is based on comprehensive x86 cloud and virtualization based on System x and PureFlex platforms.

MM

STG

uSystemX & Bladecenter , PureFlex System l GTS(Services), Systems Software, Storage, u System z l GTS(Services), Systems Software, Storage, Tivoli / Security,

LE zEnterprise Cloud Offer highest levels of availability and cost-efficiency for private clouds and SaaS providers. MM & LE

STG

IBM SmartCloud Application Performance Management More business than ever model. This means keeping those apps running at peak performance

SWG

Tivoli

Streamlining IT operations Consolidating managing tools to one from many continues to be a struggle for clients. We have the best solution out there help them do this and bring order from chaos and save significant amounts of time and money. Power Midmarket Expansion Provides opportunity to sell financial and technical benefits of POWER7 over previous Power-based servers and competitive UNIX servers in order to increase revenue and profit.

MM & LE

SWG

Tivoli

MM

STG

uPower lPureFlex System, Systems Software,Storage, Information Management,Rational Tivoli / Security, WebSphere 11

Competitive

Competitive
Client Set Midmarket (MM) or Large Enterprise (LE) MM HP Attack with IBM x86 Servers for MidMarket This play attacks the HP server installs with a focus on migration to IBM Systme x, BladeCenter and PureFlex.A key challenge for midsize companies is how to tackle increasing workloads while streamlining & simplifying their IT & lowering costs. MM & LE STG Cross BU Business Unit

* Aligns with SAI

Brand u Lead with Brand

Sales Play

Cross Sell

STG

u System X & Bladecenter l Storage, Tivoli / Security, GTS (Services)

Cisco Attack with IBM PureFlex and Flex System and IBM BladeCenter Provides solution that delivers a complete stack including servers, networking, management and storage. Storage Efficiency for Midmarket Offers new technologies and solutions to improve storage efficiency for the midmarket client.

uSystemX & Bladecenter , PureFlex System l GTS(Services), Systems Software, Storage, u Storage l Tivoli/Security

MM

STG

HP Itanium Meltdown Help sellers capitalize on the opportunity created by demonstrating to clients the value and commitment they can obtain through IBM solutions. Choose IBM RackSwitch for High Performance Data Center Networking Competitive play for switching competition to IBM Network Switches

LE

STG

u SystemX & Bladecenter , l GTS(Services), Systems Z, Storage,Power, Information Management, Tivoli / Security, WebSphere u SystemX & Bladecenter l Systems Software
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LE

STG

Competitive

Competitive
Sales Play Client Set Midmarket (MM) or Large Enterprise (LE) MM Winning with IBM Systems and Storage Helps to easily start the conversation with clients facing accelerating IT costs, competitive pressures, increasing security and investment protection concerns. Cross BU Business Unit

* Aligns with SAI

Brand u Lead with Brand l Cross Sell uSystemX & Bladecenter , PureFlex System,PureFlex system,System Networking l Tivoli/Security, GTS (Services) , Rational , Storage

STG

HP Attack with IBM x86 Servers This play attacks the HP server installs with a focus on migration to IBM System X,Bladecenter & PureFlex Power Migrate* Migrates and consolidates workloads onto IBM POWER7 systems from Sun and HP UNIX LE clients running Solaris on SPARC and HP-UX on Itanium / PA-RISC systems. Enterprise Class Smarter Cities Foundation on System z Replace Old Storage: HP EVAcuate is intended to persuade those customers who have to consider such a migration to choose the IBM Storwize V7000U or if needed, the XIV storage arrays, as much better alternatives

LE

STG

uSystemX & Bladecenter , l Tivoli/Security,GTS (Services),Storage

LE

STG

u Power l Information Management, Tivoli / Security, WebSphere, Rational, GTS (Services), Systems Software u SystemZ

LE

STG

LE

STG

u Storage l PureFlex system, Information Management, System Software ,GTS(Services)

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Security and Resiliency

Security and Resiliency

Sales Play Client Set Midmarket (MM) or Large Enterprise (LE) Cross BU Business Unit

* Aligns with SAI

Brand u Lead with Brand l Cross Sell l Storage , GTS (Services), Power, Rational, Tivoli MM

Security and Resiliency for Midsize Businesses Focuses on reducing the cost and complexity of making T infrastructures secure and resilient while protecting their business from vulnerabilities. Secure File Transfer and Compliance Secure data transfer and compliance to move critical information both inside and outside of their organization. Advanced Threat Protection Platform * Helps customers to achieve a breakthrough in critical areas, providing them solutions and addressing full intrusion detection and threat mitigation picture Optimizing Identity & Access Management Focused on identifying opportunities for IBM storage software solutions and to build demand generation campaigns for their customer base . Security Intelligence, Analytics & Compliance Focuses on applying advanced analytics to detect threats in real time, automate processes for reporting and audits, making it easier for any organization to strengthen its security posture.

SWG MM & LE

u Industry Solution l Storage, Websphere

SWG MM & LE

u Tivoli l Rational

SWG MM & LE

Tivoli

LE

SWG

Tivoli

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Smarter Commerce

Smarter Commerce
Sales Play Client Set Midmarket (MM) or Large Enterprise (LE) MM IBM Cloud File transfer Cloud service for file based business interactions with trading partners which will help reduce costs, minimize B2B file transfer complexity, and provides a highly scalable platform to grow the business. Cross BU Business Unit

* Aligns with SAI

Brand u Lead with Brand l Cross Sell u Information Management

SWG

MM IBM Sterling MFT FTP Remediation The File Transfer Protocol (FTP) Remediation is for discovery of new Managed File Transfer (MFT) opportunities. It focuses on the problems of security, reliability, automation and visibility with FTP. It outlines four strategies that IBM can offer to remediate the FTP risk.

SWG

uInformation Management

Secure File Transfer and Compliance Secure data transfer and compliance to move critical information both inside and outside of their organization.

MM & LE

STG

u Industry Solution l Storage, Websphere

Connecting your Trading Partners ( B2B Integration) Enables secure and seamless execution of multienterprise business processes with improved business agility, operational efficiency, and business performance.

MM & LE

SWG

Industry Solutions

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Social Business

Social Business
Sales Play Client Set Midmarket (MM) or Large Enterprise (LE)

* Aligns with SAI

Cross BU Business Unit Brand u Lead with Brand l Cross Sell

SWG Name Change Mobile in the Boardroom Driving a Smarter Workforce * Leverage social capabilities to drive brand awareness, connect with customers in two way conversations and capture sentiment.

u Lotus l Websphere

MM & LE

SWG Get Engaged and Go Social in the Cloud * Provides information to engage clients looking to become a social business in the Cloud.

uLotus

MM & LE

SWG Social Business for Midsized business This play brings to life the IBM Social Business story in a way that helps you understand what is it you are trying to sell, to whom you are selling it and how to sell it.

u Lotus l Websphere

MM

MM & LE

SWG

Name Change 1+1=3! Social Plus Portal Equals Revenue!* Helps organizations create customer-facing online experiences that are highly engaging, personalized, and truly differentiated.

u Lotus l Websphere

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Solutions (Industry Specific)

Solutions (Industry Specific)

Sales Play IBM Integrated CRM: 4-in-1 Helps companies build a Private Cloud environment to pool together storage and computing resources so they can be deployed more flexibly.

* Aligns with SAI

Cross BU
Business Unit SWG

Client Set Midmarket (MM) or Large Enterprise (LE)

MM

Brand u Lead with Brand l Cross Sell

u Business Analytics, Lotus, Websphere,

TRIRIGA for Lease Accounting TRIRIGA 10 delivers critical lease accounting and strategic facility planning capabilities to manage all classes of leased assets, avoid costly financial restatements, and increase utilization of leased assets.
MM IBM Integrated approach to ERP Focused on providing powerful, yet flexible ERP solutions configured to unique industry environment in order to reach desired business goal Smarter Way to Manage Real Estate and Facilities Assets Offers an Integrated energy and facility management enterprise solution designed to help optimize building energy usage and reduce facility operations cost across multiple buildings and/or across different building management system vendors.

LE

SWG

Tivoli

MM

SWG, GBS

l Lotus, Websphere , Business Analytics,Industry solution

LE

SWG

Tivoli

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Solutions (Industry Specific)

Solutions (Industry Specific)

Sales Play Client Set Midmarket (MM) or Large Enterprise (LE) MM Cross BU Business Unit

* Aligns with SAI

Brand u Lead with Brand l Cross Sell

WebSphere Cast Iron for SAP Provides a single robust solution, designed from the ground-up to deliver everything needed for SAP and Cloud application integration System z Industry Solutions Industry specific solutions that demonstrate how IBM zEnterprise can help large enterprises reshape their customer experiences and deliver on key business initiatives. These solutions deliver client value including real time analytics and business insight, 24/7 availability for customer facing services and reduced operational costs. Speed Application Time To Value & Reduce Development Costs with WebSphere Building on the solid foundation of WebSphere Application Server (WAS) V8, the Web V2.0 Mobile FeP V1.1 helps deliver dynamic and interactive user experiences for desktop and mobile web applications through Web V2.0 and advanced visualization displays. Improve your customer's business with BPM and Decision Management This play explains how customers, including in the midmarket,can leverage solutions from IBM to deliver on the Business Process and Operational Decision Management promise. Optimizing outcomes with advanced case management (ACM) Helps organizations support their knowledge workers as they handle increasingly complex decisions with fewer resources. It drives better customer service, manages incidents more effectively and protects the business against legal and regulatory risks.

SWG

u Webspehere

LE

STG

uSystemZ l Information Management, Tivoli / Security, WebSphere,Rational, Industry solution

MM

SWG

uWebSphere

MM

SWG

u Rational l Business Analytics, WenSphere

LE

SWG

Industry Solutions

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Workload optimization (Smarter Computing)

Sales Play Grow Your Revenue with M4 Business Solutions (System x) Focused on sales opportunities, quick paths to shorter sales cycles, a simple and easy to understand value proposition, and plenty of reasons to call on your clients. Storage Infrastructure Optimization includes storage hardware, software and services that can help clients to optimize and improve storage efficiency and get ready for rapid data growth Power Advantage Focuses on nurturing and expanding presence in top enterprise accounts to drive majority of Power revenue. Workload Optimized Infrastructure: Virtualization and Optimization * Combines Virtualization, Operational Efficiency, Green IT and Private Cloud as a journey for the customer to start/ stop according to their business needs. Client Set Midmarket (MM) or Large Enterprise (LE) Cross BU Business Unit STG MM & LE

WOI (Smarter Computing)

* Aligns with SAI

Brand u Lead with Brand l Cross Sell u System x and BladeCenter l System Software,Storage, GTS(Services)

STG LE

u Storage l Tivoli/Security, GTS(Services)

LE

STG

u Power l GTS(Services)

MM l GTS,Power,System software,Storage,Tivoli,Websphere

Move Forward with zEnterprise Designed to incent customers with older installed mainframes to upgrade to the most current zEnterprise. It is also intended to drive upgrades by incenting customers to exploit new functionality for hybrid computing,
Power Stack* Allows Power sellers to grow their hardware and software revenue by driving new workloads to Power with Power software.

LE

STG

u SystemZ l GTS,Power,system software, System x and BladeCenter Business Analytics, Information management, Websphere,Rational,
u Power l Storage,System Software, Business Analytics, Information management, Websphere,Rational,Lotus,Tivoli/Security 19

LE

STG

Workload optimization (Smarter Computing)

Sales Play Client Set Midmarket (MM) or Large Enterprise (LE) LE Cross BU Business Unit STG

WOI (Smarter Computing)

* Aligns with SAI

Brand u Lead with Brand l Cross Sell u Power l Storage,System Software,Business Analytics,GTS(Services) u System z l Storage,System Software,Business Analytics,GTS(Services), Business Analytics, Information management, Websphere,Rational,Lotus,Tivoli/Security

Power Analytics* Enables clients to gain new insights through big data projects that exploit the deep integration between Power Systems and IBM analytics software zEnterprise Linux Provides a simple, scalable, flexible, high available and secure IT infrastructure inside a single IBM System z server Analytics, Clusters, Grids & HPC Cloud for Technical Computing This play focuses on how IBM is broadening its attention on high performance computing & bringing it to mainstream business

LE

STG

LE

STG lPower,system software, System x and BladeCenter ,Systemz

LE

STG

zEnterprise Analytics This play is designed to drive sustainable revenue growth on the System z stack.
eX5 Solutions for Mission Critical Workloads Show clients how they can maximize performance on their most memory-intensive workloads while dramatically reducing space, storage requirements, licensing, and energy NEW Endpoint Management 7 Ways to Win Endpoint management continues to be a hot area of opportunity for sellers worldwide.This is not a surprise considering the rapid growth of tablets and smartphones. Win quickly by selling TEM to your clients. LE STG

u Systemz lPower,system software, System x and BladeCenter , Business Analytics, Information management, Websphere,Rational ,Tivoli/Security u System x and BladeCenter l Storage,System Software,Information management, GTS(Services) u Business Analytics, Information management, GTS(Services)
20

MM & LE

SWG

Workload optimization (Smarter Computing)

Sales Play Client Set Midmarket (MM) or Large Enterprise (LE) Cross BU Business Unit

WOI (Smarter Computing)

* Aligns with SAI

Brand u Lead with Brand l Cross Sell u Storage l Business Analytics, Lotus, GTS (Services), Industry solutions

Storage Applications Affinity Target competitor's customers with VMWare, Exchange, SAP, Oracle DB2 and SAS. Use cases for XIV to demonstrate best in class performance solutions for companies in similar industries and for MM customers lead with and use Storwize V7000 Unified cases. zNew Accounts Drive focus on gaining new z customers. Apply the Solution Editions and Enterprise Linux Server offerings; many will be competitive wins. IBM Smart Cloud Application Performance and Management Manage business applications by monitoring essential system resources, detecting bottlenecks and potential problems, and automatically responding to events Consolidate on IBM PureFlex and Flex Systems Targets install/comp. driving IT efficiency for clients through physical and application consolidation, migration from traditional platforms and consolidation from blade infrastructures Innovate on IBM PureFlex & Flex Systems Targets growth/install/comp. to PureFlex System as platform for solution Infrastructure or as a Service. Targets specific industries. IBM PureFlex System Optimize Targets install/comp. to optimize high value workloads like ERP, CRM, and SCM via migration to a new platform. Virtualize workloads in traditional or cloud management models

STG LE

STG LE

u SystemZ l System Software, Storage, GTS (Services)

SWG
MM & LE

Tivoli/Security

MM & LE

STG

u PureFlex System l Storage

MM & LE

STG

u PureFlex System l Storage

MM & LE

STG

u PureFlex System l Storage

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Workload optimization (Smarter Computing)

Client Set Midmarket (MM) or Large Enterprise (LE) Cross BU Business Unit

WOI (Smarter Computing)

* Aligns with SAI

Sales Play Brand u Lead with Brand l Cross Sell

Instant Opportunity! - Tap into the success of TSM Suite for Unified Recovery Helps in identifying opportunities for IBM storage software and solutions and to build demand generation campaigns for their customer base and prospective customers. Maximo Asset Management for health Safety & Environment Helps Hospitals and Healthcare organizations get an overview of all assets, how to manage them and be assured that they are available at any given time SmartCloud Virtual Storage Center With TPC and SERP customers can get control of their storage growth, reduce storage needs where there is redundancy and plan for growth instead of just reacting Data Protection & Retention LTO-6 This play will assist seller in positioning the newly announced LinearTape-Open-6 drive. This drive will offer customers more capacity, faster throughput and other technical advantages creating a cost effective ROI for moving to our latest drive technologies.

SWG MM & LE

u Tivoli l Storage

SWG MM& LE

Tivoli

SWG MM & LE MM & LE STG

Tivoli

Storage

LE Accelerate Smarter Storage with IBM System Networking This sales play addressed IBM's next generation Cloud-Optimized FC SAN solutions which enable Cloud, Big Data & Storage Virtualization, all key areas of IBM Smarter Storage

STG

System Networking

22