STORAGE ECOSYSTEM – Kickoff Ingram & BPs

MAR 2023

IBM LA Storage
 Storage – Organização

© IBM Corporation 2023 2 LA SSG

 Segmento Squad – Mapa de Cobertura Storage 2023

Squad BSS (Sales) BTS (Technical) BTS SW (Technical)

Celso Mattos Denis Pereira
FIN 1 + FIN 2 + MG (11)99505-8360 (11)99920-9517
celsomf@br.ibm.com denisap@br.ibm.com

Rafael Vicente Marcelo Oliveira Eduardo Tomaz

GOV + RJ / N / NE (61)99943-4951 (21)97191-4307 (11)97140-5095
rfvlima@br.ibm.com marcelo.oliveira@br.ibm.com etomaz@br.ibm.com

Gabriel Rodrigues Israel alves

MULT 1 + MULT 2 + (51)99752-4119 (51)99519-2827
RETAIL + SUL groda@br.ibm.com israel.alves@ibm.com

© IBM Corporation 2023 3 LA SSG

 Segmento Não Squad – Mapa de Cobertura Storage 2023

BPS-P PTA
Dimitrius Cordeiro Alcino
(11)99685-9037 (11)99652-5998
dimiosti@br.ibm.com alcino@br.ibm.com

BPS-T (Sales) BTS (Technical) DIGITAL (Sales)

André Mendes (CO/N/NE)
Priscilla Diniz Milton Puentes
(11)9 9861-8914
CO/N/NE/MG/RJ/ES CO/N/NE
almendes@br.ibm.com
(61)99622-2170
Karol Fabricio (MG/RJ/ES) Priscilla.diniz@ibm.com
(31)99537-7187)
karolf@br.ibm.com Paulo Menoia
Sudeste
Marcos Artigas (SP) Fabio Soares
(11)94464-9777 SP/SUL
martigas@br.ibm.com
(61)99826-3796
Ana Valeretto (SUL) Randall Rodriguez
fsouza@br.ibm.com
(11)94215-1738 SUL
valerettoac@br.ibm.com

Fabiano Tavares (MSP BR) Rodrigo Bertolazzi

(11)99948-8215 (11)94239-7244
fabianotog@br.ibm.com bertolazzi@ibm.com

© IBM Corporation 2023 4 LA SSG

 Modelo de Cobertura (BPS-P/T e Digital)

Brand Partner Specialist Territory (BPS-T)

• A missão do BPS-T é liderar o território, integrado
Curva A ao time técnico da Brand e Digital Sales. Apoiar o
80% 50 contas ecossistema na estratégia de co-marketing e go-to-
Cobertura BPS-T market, identificação de oportunidades, geração
de demanda e execução de vendas.
Curva B
Receita
Transacional 15% 100 contas
Brand Partner Specialist – Partner (BPS-P)
Cobertura Digital
• A missão do BPS-T é liderar o relacionamento
com parceiro, atuar junto aos líderes de vendas e
Curva C técnicos, suportando a capacitação técnica,
5% 350 contas atividades co-marketing e go-to-market, para
Ferramentas Digitais impulsionar a prospeção, identificação de
oportunidades ou co-criação de soluções/ofertas.

© IBM Corporation 2023 5 LA SSG

 Overview Storage Brasil 2022 – Rota Ecossistema

Participação do Ecossistema na receita

Agroindustria
transacional da BU 2% Varejo
Energia 5%
Farma 2% Serviços
2%
2%
Financeiro Service Provider
Storage Business Unit 13% 15%
80,00%
Saneamento
70,00% 1%
72,13% Other
60,00% 3%

50,00%

40,00%
Industrial
6%
30,00%

20,00%
21,84%
10,00%
0,29% 5,75%
0,00%
FS5000 FS7000 FS9000 DS8000 Governo
49%

94%
Exhibit Value Seller
(margem livre)
3Q22 - Only new units: no MES, no expansions

© IBM Corporation 2023 6 LA SSG

 Storage Plays

Cyber Resiliency Data Repatriation RedHat Ceph & ODF Storage for Hyper Ecosystems
Converged
• Synergy with Assess client •Sales Kit –Openshift Continue to grow the
Security/Cloud/Auto complains (AWS, and Openstack •Unify hybrid cloud Ecosystem
mation GCP, Azure) •CEPH as point strategies with Gain share in storage
•CRAT •Sales Kit – Storage product (new) hardware software.
on-premises / •Leverage Fusion independence •Sales enablement
•BlackFriday and
Special Events Migration for data protection & •Automation for scale- and technical
Offering mgmt on out block, file, and resources to assist
containerized object data with partners
•Storage greater efficiency
Flash/Protect and environments •Boost FlashSystem
Qradar •RH installed base to and New Logo sales.
•Storage and join Openshift
Turbonomic pipeline

© IBM Corporation 2023 7 LA SSG

 Plays – Cyber Resiliency

Synergy to Security

CRAT
Cyber
Resiliency
Storage + Qradar

Storage + Turbonomic

Special events
BlackFriday Offering

© IBM Corporation 2023 8 LA SSG

 Play - Data Repatriation

AWS Have you migrated any public

GCP No Yes
cloud IaaS workloads out of 36% 61%
Azure
Assess Clients
public cloud?
(N = 1,545)

Source: IBM Market Insights | 2022 | © IBM Corporation |

IBM Confidential
Sales Kit

Data Primary reasons for repatriation from the public cloud

Repatriation (In 2021/2022, N = 2,374)

Data security concerns 4

Oppty to Block
File and Object Data privacy concerns 36%

Performance issues 24%

Pricing is too high / unpredictable 22%

IT Consolidation efforts 20%

Migration
Bandwith issues 18%
Services
Regulatory compliance issues 13%

Dissatisfaction with customer service 5%

Lack of enterprise features 2%

© IBM Corporation 2023 9 LA SSG

 Play - RedHat CEPH & ODF

▪ IBM Storage CEPH as point

product (new)

▪ IBM Storage Scale and IBM IBM Storage Fusion

Storage Ceph offers four ODF / Scale (HCI) + Discovery + SPP
essential and differentiated
data services for File and CEPH
Object Storage. as point
✓ Data Access Services… product
✓ Data Caching Services… • RedHat sells ODF and CEPH as part
✓ Data Management Services… of Openshift and Openstack
and opportunities
RedHat ✓ Data Security Services. Storage •
Ceph & ODF Fusion
IBM Storage Fusion adds Integrated
Data Protection, High Availability, Metro
and Regional Disaster Recovery
Red Hat
Openshift & • IBM Storage Fusion is the ONLY
Openstack platform that delivers non-disruptive,
Opportunity 1: On prem IBM object storage IBM
CEPH (S3 compliant)
Offerings application-aware, automated backup
& recovery for CP4D + new innovation
Opportunity 2: Storage acceleration (on prem and coming in ’23
clouds) for object, file and HDFS storage (IBM and
others) IBM Spectrum Scale (+HPO/AFM)

Opportunity 3: Unified data management. WKC ✓ CALL to Action: Identify RH installed

integration with Spectrum Discover base and join Openshift pipeline
© IBM Corporation 2023 10 LA SSG
 Play - Storage for Hyperconverged

Persistent Data Integrated compute, storage

Containerized Applications and networking

RedHat OpenShift

Strategy Tactic: Whitespace, attach to hybrid cloud

and data fabric sales
Storage for
Hyper
Converged
Unify hybrid cloud strategies with
hardware IBM Spectrum Fusion
independence
HyperConverged
Appliance
Automation for scale-out block, file,
and object data with greater
efficiency

© IBM Corporation 2023 11 LA SSG

 Play - Ecosystems

New Logo
Sales

+250 clients

On-board new
partners

Gain share in storage

software
Ecosystems Boost FlashSystem
Marketing action plan
for SDS Pipeline
generation

Continue
to
GROW
Sales enablement
&
Technical Resources
to assist partners

© IBM Corporation 2023 12 LA SSG

 Thank you!

© IBM Corporation 2023 13