02.introduction To FlashSystem Family

Introduction to
FlashSystem Family
Firat Ozturk
IBM MEA Flashsystem Technical Sales Leader
firat@ae.ibm.com
06.12.2016, Riyadh
Mapping Boot Camp Content to Stages of a Sales Cycle
A buyers journey rarely follows a neat path, therefore you must adapt and pull content and share assets
according to the needs and context of the client.
Weve framed this Boot Camp into these categories, ramping you up as you would a client.
1 2 3 4 5
Engage,
Define
Identify Qualify
Awareness Solution, Close
Opportunity Opportunity
Conduct
Demos, etc.
IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 2
Sales Stage 1: Awareness 1
Learn clients pain points before promoting your Awareness
solution. Target business line execs.
Where do you want your business to go? What are the
challenges that keep you from getting there?
Utilize collateral accordingly

FlashSystem Family Sales and
Marketing Kit
New Client Collateral
Solve specific enterprise data storage challenges
FlashSystem
FlashSystem
Grid Scale Cloud Storage
V9000: DS8888
Application Accelerator
A9000 &
Storage Virtualization
Mainframe / Power
Performance
Big Data Analytics

Spectrum Booster /
& Scale-Out File

A9000R: DS8886 with
Tier
Performance HPFE
Tier Performance Deep-
Storwize
FlashSystem Tier Flash
V7000
XIV: 900 150
Storwize
Capacity Tier DS8884
V5000
SDS:
SDS:
Spectrum
Spectrum
Accelerate
Virtualize
Whats your elevator pitch
for IBM FlashSystem?
2016 IBM Corporation IBM and IBM Business Partners Use Only IBM | 6
Elevator Pitch: Application Acceleration
IBM FlashSystem Family eliminates storage bottlenecks so mission critical

applications work faster and scale further.
Make the impossible, possible.
Choose key points based on relevance to the client
Serve multiple clients and control QoS
Ease of management across multiple systems
Cut response times | Remove I/O wait times | Speed up applications | No performance tuning
Cut user complaints | Scale to more users
Consistent, predictable performance with data integrity
Simplified solution | Easy integration with existing infrastructure
Less maintenance thru-out lifecycle | Predictable and flexible maintenance with written guarantees
FlashCore Technology provides greater reliability than commodity SSDs | Optimized for Flash
Lower power and cooling costs, less floor space | Greater density
Better TCO
Key Competitive
Differentiators
For the Entire FlashSystem Family
FlashSystem makes applications faster
Dynamic performance
Application
CPU Utilization Processing Time CPU Utilization
& App. Efficiency & App. Efficiency
4% 44%
Total Application Total Application
Processing Time Processing Time
5,200us (5.2ms) 450us (.45ms)
What do you do with
the extra time?
Time Waiting for I/0

5,000us (5ms) (Waiting for Array)
250us (.25ms)
200us (.2ms) Time Processing Data 200us (.2ms)
(Server CPU)
Disk/Hybrid HW-Based
SW-Based SSD Solutions
Introducing IBM FlashCore
Dynamic performance
Industry standard interface
Hardware accelerated I/O
IBM MicroLatency module
Advanced flash management

Industry standard chip technology
FlashSystem Family: Shared Architecture and Technology
Key differentiators from competing All-Flash Arrays and Hybrids
Benefits of IBM Innovation Proof Points
IBM FlashCore IBM FlashCore
Extreme performance What makes it possible
Ultra-low latency Hardware-accelerated architecture
Enterprise-grade reliability IBM MicroLatency modules
Advanced Flash Management Features and
Operational and cost
Capabilities
efficiencies
Flash Optimized Purpose-engineered from the chip to the chassis

IBM Variable Stripe RAID
Increase reliability
IBM-engineered error correction codes, wear leveling,
Increase endurance
self healing
No performance
Dedicated processors for read / write data
degradation over time
High storage density
IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem 11
|
Hardware accelerated I/O drives high performance, low latency
Dynamic performance
Engineered for Flash

Hardware RAID
Non-blocking Crossbar Switch
Hardware Only Data Path
Single Box Highly Available
Architecture
Concurrent Code Load
Concurrent Maintenance
More consistent performance
Less impact to applications during peak demand
More predictable storage growth,
more accurate planning
Named for performance, "MicroLatency" explains it all
Dynamic performance
Massively Parallel Design
IBM Engineered
Variable Stripe RAID Distributed RAM
Hardware-based Data
FPGAs in the Data at Rest Encryption
Path
High Speed Interface
Better data protection keeps your business running

Faster data path allows you to do more analytics, on more data, more quickly
Purpose-engineered flash is better than commodity SSDs
Dynamic performance
IBM MicroLatency Module SSD
- Custom hardware engineering - Form factor over function
- Optimized for low latency - Performance compromises for lower cost
- Reliable flash management - More single points of failure
Better TCO and faster time to value

Better business insights from faster analytics to power your business
IBM Advanced Flash Management improves
flash endurance 9x
Dynamic performance
Standard MLC Flash
Key accomplishments: IBM Enhanced MLC
Innovative ECC algorithm
Variable voltage and read level shifting
Asymmetrical wear leveling and sub-
chip tiering: 9.4X Endurance Improvement
Health binning: up to 57%
improvement in endurance!
Heat segregation: up to 45%
reduction in write amplification!
9x improvement in flash endurance
without sacrificing latency
IBM FlashCore technology elevates us above competition
Dynamic performance
Better TCO and faster time to value

Better application performance at peak demand
Better business insights from faster analytics
Better budgeting and storage growth planning
IBM FlashCore technology The

TheCompetition
Competition
IBM MicroLatency Module with Advanced Commodity SSDs

Flash Management yields greater density Using open source SCSI layer and off-
and longevity the-shelf HDD-optimized data path
No software in the data path for better and Many use software RAID which often
more consistent performance cripples RAID 5 performance
Patented RAID protects on multiple
dimensions
The Right Flash for the
Right Workload and
Environments
Family of FlashSystem Offerings
IBM FlashSystem 900
IBM FlashSystem 900 is designed to
address application acceleration Environments App Accelerator
requirements in the most challenging, & Spectrum
mission-critical environments. Booster
Examples Oracle, DB2, SQL Server,
Key features include: MySQL, Sybase, NoSQL,
Spectrum Booster
IBM FlashCore technology, which is designed to deliver (Storage services provided
consistent high performance and lower storage costs by application)
IBM Offerings
IBM-enhanced flash for higher storage density and Performance FlashSystem 900
improved endurance
Improved availability with Variable Stripe RAID, redundant and
hot-swappable components, and concurrent code load
ENERGY STAR-certified efficiency
Usable capacity from 2 TB to 57 TB
IBM FlashSystem V9000
IBM FlashSystem V9000 offers the advantages
of software-defined storage at the speed of flash Environments Virtual Storage
memory. Infrastructure
Key features include: Oracle, DB2, SQL Server,
IBM FlashCore technology, which is designed to deliver consistent high performance Examples MySQL, NoSQL, SAP,
and lower storage costs
Watson, Hadoop,
IBM-enhanced flash for higher storage density and improved endurance
Improved availability with Variable Stripe RAID, redundant and hot-swappable
Spark, Tealeaf
components, and concurrent code load
IBM Offerings
Set of virtualization and storage features, including Real- Performance
FlashSystem V9000
time Compression, dynamic tiering, thin provisioning, data
copy services and high availability configurations
With virtualization, up to 32 PB of external storage can be
managed by a single FlashSystem V9000 Software-
defined
Usable Capacity: 2.4 TB to 456 TB; option
Effective Capacity: 12 TB to 2.5 PB
IBM FlashSystem A9000
IBM FlashSystem A9000 offers high performance,
self-tuning, flash-optimized, InfiniBand-powered, Environments Grid Scale Cloud
highly parallel grid storage architecture. Storage
Key features include:
IBM FlashCore technology, which is designed to deliver consistent high performance and VDI, hybrid cloud
lower storage costs Examples deployment, CSPs,
IBM-enhanced flash for higher storage density and improved endurance mixed workloads, multi-
Improved availability with Variable Stripe RAID, redundant and hot-swappable components, tenancy
and concurrent code load
White Glove support model

IBM Offerings
Integrated data reduction with inline pattern removal, data
FlashSystem A9000
deduplication, compression and thin provisioning
Enterprise-grade encryption and space-efficient snapshots
New GUI with IBM Hyper-Scale Manager designed with cloud- Software-
defined
optimized QoS features option
Effective Capacity: 60 TB, 150 TB, or 300 TB

IBM FlashSystem A9000R
IBM FlashSystem A9000R is a pre-configured
fully-integrated rack-based platform. Environments Grid Scale Cloud
Storage
Key features include:
IBM FlashCore technology, which is designed to deliver consistent high VDI, hybrid cloud
performance and lower storage costs
IBM-enhanced flash for higher storage density and improved endurance
Examples deployment, CSPs,
Improved availability with Variable Stripe RAID, redundant and hot- mixed workloads, multi-
swappable components, and concurrent code load tenancy
Integrated data reduction with inline pattern removal, data deduplication,
compression and thin provisioning
Enterprise-grade encryption and space-efficient snapshots
IBM Offerings
New GUI with IBM Hyper-Scale Manager designed with cloud-optimized Performance FlashSystem
QoS features A9000R
White Glove support model
Grid storage architecture enables multiple-copy, Capacity FlashSystem A9000

multi-site data protection Software-
defined
Easy scale-out capabilities option
Effective Capacity: 300 TB to 1.8 PB
Right Flash For Right Workloads &
Environments
Environments Business
Grid Scale Virtual Storage App Accelerator & Big Data Analytics
Critical /
Cloud Storage Infrastructure Spectrum Booster & Scale-Out File
Mainframe
Examples Oracle, DB2, SQL
Hadoop, HPC, Media
VDI, Hybrid cloud Oracle, DB2, SQL Server, MySQL,
Not Write Intensive
Mainframe direct- deployment, CSPs, Server, MySQL, Sybase, NoSQL,
attached Storage Mixed workloads, Watson, Hadoop, Spectrum Booster
(Only available with
Multi-tenancy Spark, Tealeaf (Storage services
Spectrum Scale)
IBM Offerings provided by application)
Performance
DS8888 w/ HPFE FlashSystem A9000R FlashSystem V9000 FlashSystem 900 DeepFlash 150
DS8886 w/ HPFE FlashSystem A9000 Storwize V7000
DS8884 XIV Gen III Storwize V5000
Capacity
Software-defined
FlashSystem |
The Right Flash Storage for the Right Workload
Virtual Storage Grid Scale Cloud Business Critical
Environments Infrastructure Storage
Big Data Storage
Storage
ypical Workloads Distributed block Large-scale distributed block Distributed file or object workloads High-availability / Low RTO
workloads Scale: Hadoop, Media Streaming, applications
workloads VDI High-performance OLTP
SAS, Spark, HPC, Content
SQL Server Hybrid cloud deployment Collaboration, High-performance Real time analytics
MySQL CSPs (Mixed workloads, Multi- backup target High-performance data
Traditional IT tenancy) Cleversafe: Content Repositories, warehouse
SAP Active Archive
IBM Systems applications VMware
Performance FlashSystem V9000 FlashSystem A9000R
Exchange
DeepFlash 150 w/ IBM DS8888
Storwize V7000F FlashSystem A9000 Spectrum Scale DS8886
Storwize V5030F XIV Gen III DS8884
Capacit Cleversafe
y
Built with Cleversafe
z/OS Support
Key Attributes Heterogeneous Cloud-optimized (QOS, Multi-
Tenancy)
Scale:
Multi-protocol support High Performance
Enterprise-class Data Predictable High Performance Policy-driven tiering Highest Availability
Services w/ Data Reduction (including Single namespace data ocean z/OS (GDPS)
Dynamic Data deduplication) High-performance file storage Power HA
Migration Ease-of-management Cleversafe: Power i HA
Global data repository w/ multi- Three-site/Four-site
Multi-Vendor Six 9s Reliability
site load-balancing
Management Simple administration Enterprise Scalability
Data Reduction
HPactive-active
3PAR EMC Isilon EMC VMAX
Key Competitors Multi-site
EMC Unity
EMC XtremIO
HP 3PAR NetApp FS Hitachi G Series
NetApp FAS NetApp SolidFire
Pure Storage Pure Storage
IBM / Business Partner Use Only FlashSystem |

FlashSystem V9000 Tiered Solution
Flash-optimized hybrid array for the tiered data center
Fast
Easy
Enterprise
Value
The Flash Sweet Spot
15% flash tier will handle ~90% of IO
12TB
12TB 29TB
29TB 57TB
57TB
80TB Up to 2 expansions
13%
13% 27%
27% 42%
42% at initial GA (2Q16)
160TB 7%
7% 15%
15% 26%
26%
240TB 5% 11% 19% Up to 20 expansions
5% 11% 19%
per FlashSystem
320TB 4%
4% 8%
8% 15%
15% V9000 (2H16)
percentage of flash tier
EasyTier performance:
Depends on access patterns (heat distribution) of the workload
Point of diminishing return for adding flash capacity
The IBM Systems Flash Storage Portfolio
IBM FlashCore Technology
Optimized
DS8880 FlashSystem
FlashSystem A9000R FlashSystem
A9000 V9000
XIV Gen3 Storwize DeepFlash
V7000 Storwize 150
V5000
All flash array - virtualizing

All flash array for cloud All flash array for the hybrid Data Center
High End service providers large deployments
Best performance with Entry /
Server storage services &
Mid-Range All-Flash for
Best performance with Best performance Mid-Range
- Mainframe selectable data Big Data
full time data reduction with full time data
- Power reduction reduction
Targeting VDI and High capacity
Targeting mixed Targeting database/
VMware High density
Extreme High End workloads analytics workloads
reliability and
Capacity
replication
Available in All Optimized
Extreme performance
Flash & Hybrid FlashSystem 900
configurations Targeting database acceleration SVC
All flash array for application acceleration & Spectrum Storage booster
The IBM Systems Flash Storage Portfolio
IBM FlashCore Technology
Optimized
DS8880 FlashSystem
FlashSystem A9000R FlashSystem
A9000 V9000
XIV Gen3 Storwize DeepFlash
V7000 Storwize 150
V5000
All flash array - virtualizing

the hybrid Data Center
Best performance with

All flash array for cloud All flash array for
large deployments storage services &
High End service providers selectable data
Server Mid-Range Entry / All-Flash for
Best performance reduction
- Mainframe Best performance with Targeting database/ Mid-Range Big Data
full time data reduction with full time data
- Power reduction analytics workloads
Targeting VDI and High capacity
VMware Targeting mixed
Extreme High density
High End workloads
reliability and
Capacity VersaStack Solution by Cisco and IBM
replication
Available in All Optimized
Extreme performance
Flash & Hybrid FlashSystem 900
configurations Targeting database acceleration SVC
All flash array for application acceleration & Spectrum Storage booster
Sales Stage 2: Identify Opportunity
2
Finding prospects with a confirmed interest in your Identify
offering Opportunity
Use Sales Quick Reference Guide

Digital Platform Selling
Digital Development Rep
Google Campaign
Use Cases
Leads Direct From Digital Development Rep to BP
Targets Specialty or Specialty Elite
Engage with Distributor and/or SPR to put a skill plan in place to achieve
Make sure your skills are properly reflected in IBM Systems
Ensure PartnerWorld profile accurately reflects right person(s) to

receive notification of leads from IBM
This is the Opportunity Management (OM) Focal
Make sure your OM Focal understands the process for receiving &
managing leads
Engages sellers in your firm to accept or reject leads
Submit leads you accept from IBM for deal registration to protect your
investment
Review status of leads with your SPR to ensure effective lead engagement
execution
Where to Uncover Opportunities
Database
Application Acceleration / E-commerce
General Performance Problem Affecting the Business
OLTP (Online Transaction Processing)
Hardware Changes or Refresh / Tuning / Tiering
Big Data, Analytics, Data Integration, Data Warehouses
Cloud / MSP / CSP including IaaS, PaaS
Data Center Moves
Organizations that run performance-hungry applications and

require time-bound responsiveness need All-Flash Arrays
FlashSystem Solutions
FlashSystem provides simple,

scalable and dynamic
performance for todays data
center.
FlashSystem Solutions offer

customers tested, integrated
offerings that allow customers to
outsmart, not outspend, their
competitors.
By Application By Integrated Solutions
By Infrastructure By Industry
Working with all infrastructure levels to ensure seamless integration
FlashSystem Use Case Knowledge Check
In your browser, open
kahoot.it/
Optimized Configurations for Serving Diverse
Market Segments
FlashSystem A9000 & FlashSystem V9000 (Detailed)
FlashSystem A9000R & XIV Gen 3 (314)
For the hybrid data center, IBM FlashSystem A9000R, XIV and Spectrum Accelerate can each be used to balance performance and cost.
Sales Stage 3: Qualify Opportunity
Qualification is a critical and demanding stage.
3
Verify that the prospect:
Qualify
Opportunity
has a need for your product
sees value in your offering
there is sufficient budget for a deal
provides access to the decision-maker(s)
Register Your Deal
Provide Data Sheets
Utilize Qualifying Questions
Deliver the Client Sales Presentation
Qualifying Questions
Sales Stage 4: Engage, Define Solution,
Conduct Demos, etc. 4
Engage, Define
Define Vision of a Solution, Select their Best Solution,
Option, Validate their Decision Conduct
Demos, etc.
Collateral
Technical Sales Deck
White Papers Video Series
1. Introduction to the new GUI
Flash Centers of Competence (CoC) 2. Dashboard
Data Pattern Analytics 3. Stats View
Demos / Trunk Box Program 4. Part A - Tabs inside the GUI
PoCs (Proof of Concept) and Flash Part B - More about Tabs
Acceleration Program 5. QoS
TCO!Now 6. Actions Menu
Analysis Tools: SQL, Power, 7. Users Domain
Oracle, etc.

02.introduction To FlashSystem Family

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02.introduction To FlashSystem Family

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Introduction to

Utilize collateral accordingly

Big Data Analytics

& Scale-Out File

IBM FlashSystem Family eliminates storage bottlenecks so mission critical

Time Waiting for I/0

Hardware accelerated I/O

IBM MicroLatency module

Advanced flash management

Flash Optimized Purpose-engineered from the chip to the chassis

Engineered for Flash

Variable Stripe RAID Distributed RAM

Better data protection keeps your business running

- Optimized for low latency - Performance compromises for lower cost

- Reliable flash management - More single points of failure

Better TCO and faster time to value

Better TCO and faster time to value

IBM FlashCore technology The

IBM MicroLatency Module with Advanced Commodity SSDs

White Glove support model

Effective Capacity: 60 TB, 150 TB, or 300 TB

Grid storage architecture enables multiple-copy, Capacity FlashSystem A9000

IBM / Business Partner Use Only FlashSystem |

All flash array - virtualizing

All flash array - virtualizing

Best performance with

Use Sales Quick Reference Guide

Ensure PartnerWorld profile accurately reflects right person(s) to

Organizations that run performance-hungry applications and

FlashSystem provides simple,

FlashSystem Solutions offer

By Application By Integrated Solutions

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