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Business Partner Guide EIGHTH EDITION CLICK HERE for Updates IBM Power Systems Business Partner Guide Your Roadmap to Success with IBM Power Systems Edited by Jim Hoskins 1 OTHER IBM BUSINESS PARTNER GUIDES IBM PureSystems IBM PureSystems Business Partner Business Partner Guide Guide, Mobile Edition for iPhone/iPad Jim Hoskins free download Jim Hoskins ebook (PDF) free download ebook (PDF) IBM Storage Business Partner Guide Jim Hoskins IBM Storage Business Partner free download Guide, Mobile ebook (PDF) Edition for iPhone/iPad Jim Hoskins free download FEBRUARY 2014 CLICK HERE IBM Smarter for ebook (PDF) IBM Smarter Updates Workforce Workforce Business Partner Business Partner Guide Guide A Seller’s Roadmap to Success Jim Hoskins free download ebook (PDF) This report was sponsored by IBM. This report utilized information provided by IBM and other companies including publicly available data. This report represents Maximum Press’s viewpoint and does not necessarily represent IBM’s position on these issues. 1 For more information email us at [email protected] 2 Notices Acknowledgments specifications and capabilities of computer hardware and software products are subject to frequent modification. This publication is designed to provide accurate and Many people gave assistance in preparation of this The reader is solely responsible for the choice of computer authoritative information in regard to the subject matter guidebook. Some provided information concerning their hardware and software. All configurations and applications covered. It is offered with the understanding that the pub- product area of expertise. Others acted as reviewers and of computer hardware and software should be reviewed lisher is not engaged in rendering professional services. provided helpful comments. To all of those who assisted… with the manufacturer’s representatives prior to choosing If legal, accounting, medical, psychological, or any other THANK YOU!! or using any computer hardware and software. expert assistance is required, the services of a competent professional person should be sought. ADAPTED FROM A Disclaimer DECLARATION OF PRINCIPLES OF A JOINT COMMITTEE OF The purchase of computer software or hardware is an im- Trademarks The words contained in this text which are believed to be THE AMERICAN BAR ASSOCIATION AND PUBLISHERS. portant and costly business decision. While the author and trademarked, service marked, or otherwise to hold propri- publisher of this guidebook have made reasonable efforts etary rights have been designated as such by use of initial Reproduction or translation of any part of this work to ensure the accuracy and timeliness of the information capitalization. No attempt has been made to designate beyond that permitted by Section 107 or 108 of the 1976 contained herein, the author and publisher assume no li- as trademarked or service marked any words or terms in United States Copyright Act without the permission of the ability with respect to loss or damage caused or alleged to which proprietary rights might exist. Inclusion, exclusion, copyright owner is unlawful. Requests for permission or be caused by reliance on any information contained herein or definition of a word or term is not intended to affect, or further information should be addressed to the Permis- and disclaim any and all warranties, expressed or implied, to express judgment upon, the validity or legal status of sions Department, Maximum Press. as to the accuracy or reliability of said information. any proprietary right which may be claimed for a specific word or term. This ebook was sponsored by IBM. This ebook utilized in- This publication is not intended to replace the manufac- formation provided by IBM and other companies including turer’s product documentation or personnel in determin- publicly available data. This report represents Maximum ing the specifications and capabilities of the products Press’s viewpoint and does not necessarily represent IBM’s mentioned in this publication. The manufacturer’s prod- position on these issues. uct documentation should always be consulted, as the 3 TABLE OF CONTENTS Contents The Value of Power Systems to Business Partners. 16 YOUR SEVEN-STEP QUICK START . 6 CHAPTER 2: Power Systems Resources . 18 IBM PartnerWorld Program. 19 1. Check for Updated Editions. 6 IBM Power Systems on PartnerWorld Web Site . 19 2. Apply for Your IBM PartnerWorld Membership. 6 Power Systems Asset Index . .20 3. Plug in to IBM Product and Program Communications . .6 Incentives and Promotions . .20 4. Learn to Quickly Find IBM Product Information . .6 Power Systems Education . .20 5. Learn to Find Competitive Information . .7 Know Your IBM (KYI). 20 6. Try Out “Know Your IBM”. 7 Required Certifications for Power Systems. 21 7. Make Your Training and Certification Plan. 7 IBM Systems College. 21 INTRODUCTION. 8. Sales Tools . .21 About This Guide. 8 Power Systems Master Sales Kit. 21 Products May Vary from Country to Country. 8 “FindIT” Search Tool . .21 How to Use This Guide. 8 Sales Conversations . 22 Reader Feedback. 8 “Know on the Go”. 22 CHAPTER 1: IBM and Power Systems Basics . 9 Vito Letters (templates). 22 Why Partner with IBM? . .10 Whiteboards (informal sales pitches) . .22 Smarter Planet. 10 Power Systems Quick Proposals . .23 Using Analytics, Not Instinct. 11 Success Stories, References, Case Studies . .23 Social: The New Production Line . 12 Server Deal Closer Program (DCP) . 23 No Individual Is a “Segment”. 13 Competitive Marketing Information. 24 Finding Success on a Smarter Planet . .13 What Research Analysts are Saying . .24 Infrastructure Matters. 13 What Power System Clients are Saying . 24 IBM Power Systems Moving Ahead. 14 POWER8 Processor. 25 Designed for Big Data. 14 Power Systems Virtualization Advantages. 25 Open Innovation Platform. 15 Migrating Linux Applications from x86 to Power Systems . 26 Superior Cloud Economics. 15 Migrate to Power Systems with Help from IBM. 26 4 TABLE OF CONTENTS IBM COMP Web Site . 26 Power 750 Express. 45 Power Systems Competitive Sales Tool . 27 Scale-out/Linux. 46 Power Systems Solutions Selling . 27 S812L and S822L. 47 Adding Value and Increasing the Sale. 28 S824L w/NVIDA technology. 48 Attaching Power Software to Your Proposals . .28 7R1/7R2 . .49 Attaching Storage to Your Proposals. 28 7R4. 51 Attaching Services to Your Proposals . .28 Enterprise Servers . .52 Attaching Training to Your Proposals . .29 Power 760 . .52 IBM Global Financing . 29 Power 770 . .53 Moving Your Business Forward . .30 Power 780 . .55 Power Systems Specialty. 30 Power 795 . .56 IBM Digital Content Marketing (Web Content Syndication) . 31 Power E870 . .58 Digital Event Resource Kit . .32 Power E880 . .59 Social Media Resources for IBM Business Partners. 32 POWER Compute Nodes for PureFlex . .60 Gauging Server Performance through Benchmarks . 32 p260-p460 Compute Nodes. 60 IBM Workload Estimator. 32 p270 Compute Node . .62 Getting Help. 32 Power Systems Software . .63 Technical Support for Business Partners . .33 PowerVM. 63 Solution Assurance . .33 PowerKVM. 64 CHAPTER 3: Power Systems Quick Reference . 35 PowerVC . .65 S822. 36 PowerHA. 65 S814. 37 PowerSC . .66 S824. 38 PowerVP . .67 Power 710 Express. 40 PureData System . 68 Power 720 Express. 41 Smart Analytics System 7700 . .69 Power 730 Express. 42 Power 740 Express. 44 5 QUICK START Your Seven-Step Quick Start MORE ON THE WEB to Business Partners, customer success sto- ries, educational opportunities, and more. Take these seven steps to “hit the ground • Get your PartnerWorld user ID running” as a new IBM Business Partner. • Explore PartnerWorld 4 . Learn to Quickly Find IBM • PartnerWorld contact phone numbers Product Information 1 . Check for Updated Editions by country IBM maintains a search page that allows This guide has the ability to “phone you to quickly find detailed product infor- home” and check to see if there is a more mation from IBM announcement letters current edition than the one you have. support, product info, etc.). You will need (one of these is released for every product Simply click on the “More on the Web” link a user ID and a password to gain access IBM announces), the IBM Sales Manual provided here (or the link on the cover) to some areas of the site. If you have any (a comprehensive collection of detailed and this guide will automatically check to questions, call PartnerWorld for help. (Fol- info on all IBM products), and much more. see if you have the most current edition. low the link in the “More on the Web” box Give it a try so you will know how to find If you don’t, you will be able to download to get the right phone number for your what you need when you need it. the latest edition immediately. country.) MORE ON THE WEB MORE ON THE WEB 3 . Plug in to IBM Product and Program Communications • Find detailed IBM product information quickly • Check for updated editions of this guide now Staying informed is one key to success. IBM has a special page on PartnerWorld that helps you do just that. Here you will 2 . Apply for Your IBM find new product announcements, letters PartnerWorld Membership The IBM PartnerWorld Web site is your MORE ON THE WEB source for information for all things relat- • ed to being an IBM Business Partner (e.g., Get plugged in to IBM product and program communications Business Partner relationships, guidelines, 6 5 . Learn to Find Competitive KYI is more general training that will give Information you a “high-level” view of IBM offerings. IBM consistently updates information The roadmaps provided by IBM will guide about the competitors you will encounter you to more-detailed training opportuni- and their products. Explore this valuable ties. tool so you will be ready when you need 7 . Make Your Training and it. You will need your user ID and pass- Certification Plan word. Certification is required for selling IBM MORE ON THE WEB Power Systems. IBM offers many oppor- tunities to learn and to demonstrate your • Competitive info on COMP knowledge through certification.
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