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IBM Information Infrastructure Business Partner Guidebook Eighth Edition A Seller’s Roadmap to IBM Storage Solutions Edited by Jim Hoskins (version 8.0e) MAXIMUM PRESS 605 Silverthorn Road Gulf Breeze, FL 32561 (850) 934-0819 maxpress.com Notices Production Manager: Gina Cooke Cover Designer: Lauren Smith Proofreader: Jacquie Wallace This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering profes- sional services. If legal, accounting, medical, psychological, or any other expert assistance is required, the services of a competent professional person should be sought. ADAPTED FROM A DECLARA- TION OF PRINCIPLES OF A JOINT COMMITTEE OF THE AMERICAN BAR ASSOCIATION AND PUBLISHERS. Copyright 2009 by Maximum Press. All rights reserved. Published simultaneously in Canada. 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While the author and publisher of this ebook have made reasonable efforts to ensure the accuracy and timeliness of the information contained herein, the author and publisher assume no liability with respect to loss or damage caused or alleged to be caused by reliance on any information contained herein and disclaim any and all warranties, expressed or implied, as to the accuracy or reliability of said information. This ebook is not intended to replace the manufacturer’s product documentation or personnel in determining the specifications and ca- pabilities of the products mentioned in this ebook. The manufacturer’s product documentation should always be consulted, as the specifications and capabilities of computer hardware and software products are subject to frequent modification. The reader is solely responsible for the choice of computer hardware and software. All configurations and applications of computer hardware and software should be reviewed with the manu- facturer’s representatives prior to choosing or using any computer hard- ware and software. Trademarks The words contained in this text which are believed to be trademarked, service marked, or otherwise to hold proprietary rights have been desig- nated as such by use of initial capitalization. No attempt has been made to designate as trademarked or service marked any words or terms in which proprietary rights might exist. Inclusion, exclusion, or definition of a word or term is not intended to affect, or to express judgment upon, the validity or legal status of any proprietary right which may be claimed for a specific word or term. Welcome Letter 7 Welcome Dear Colleagues: As we continue our progress through a challenging 2009, I would like to thank you for your business and for representing IBM so well. The strength of IBM is in our busi- ness partners and our employees, who together serve as industry thought leaders and as faithful cor- porate citizens. I look forward to a successful year and wel- come your continued partnership as we help our clients derive business insight from their information by cost efficiently and effectively addressing their information compliance, availabil- ity, retention and security requirements with dynamic infor- mation infrastructure solutions. Through effective collaboration with each of you, we are able to deliver compelling and differentiated information in- frastructure solutions with demonstrable financial benefits to our clients. IBM is committed to your success and to provid- ing you with the enablement and support ecosystem to help you meet your clients’ current and developing needs. 7 8 IBM Information Infrastructure Business Partner Guidebook As part of our commitment, I am pleased to forward the eighth edition of the IBM Information Infrastructure Business Partner Guidebook, a complete desk reference for IBM’s in- formation infrastructure product and solution offerings and announcements. Whether you are a new or existing partner, I hope you find this guide useful in building your business success with IBM Storage Solutions. Let me know how IBM can continue to help you succeed. Regards, Susan Blocher Vice President, Worldwide Information Infrastructure Marketing IBM Systems and Technology Group Somers, NY Table of Contents Your 8-Step Quick Start ..........................................................16 1. Check for Updated Editions of This Guidebook ...............16 2. Apply for Your IBM PartnerWorld Membership.................16 3. Plug in to IBM Product and Program Communications ... 17 4. Understand the Express Seller Program ........................... 17 5. Learn to Quickly Find IBM Product Information ............... 17 6. Learn to Find Competitive Information .............................18 7. Try Out “Know Your IBM” ....................................................18 8. Make Your Training and Certification Plan .......................19 Introduction .............................................................................20 About This Guidebook .............................................................20 How to Use This MaxFacts™ Interactive Guidebook ...........20 Distribution Rights and the Honor System ...........................22 Get the Latest Version—Instantly ...........................................22 Reader Feedback ....................................................................23 Chapter 1: You and IBM System Storage Offerings 24 Why Team with IBM? ..............................................................24 A Smarter Planet .....................................................................25 Dynamic Infrastructure ........................................................... 27 Why IBM Information Infrastructure Solutions? ...................27 Information Availability ................................................................ 29 Information Retention .................................................................. 30 Information Compliance .............................................................. 31 9 10 IBM Information Infrastructure Business Partner Guidebook Information Security ..................................................................... 32 Data Center Networking .........................................................32 Chapter 2: Selling Storage Solutions 35 Line of Business Applications ...............................................36 Information Infrastructure for Content Management ............ 37 Information Infrastructure for Databases ................................. 38 Information Infrastructure for Data Warehousing ................... 39 Information Infrastructure for Medical Imaging ....................... 40 Information Infrastructure for PeopleSoft ................................. 41 Information Infrastructure for SAP ............................................. 42 Information Infrastructure for Siebel ......................................... 43 Data Center Applications .......................................................44 Information Infrastructure for Archiving .................................... 44 Information Infrastructure for Storage Virtualization .............. 46 Information Infrastructure for Backup and Restore ................ 48 Information Infrastructure for Email: Exchange, Lotus, }GroupWise ................................................................................. 49 Information Infrastructure for Encryption ................................. 50 Chapter 3: General System Storage Resources 52 How to Sell IBM System Storage Products ...........................52 Identifying Storage Sales Opportunities .................................... 52 General .............................................................................................52 Information Availability .................................................................53 Information Security ......................................................................53 Information Retention ....................................................................54 Information Compliance ................................................................55 How to Facilitate a Storage Consolidation Discussion ...........