1. Sailfish-Mini GA – March
Hybrid Data Management
Upgrade Netezza Twinfin, Striper & Mako Upgrade your Netezza appliances to a more Cognitive, Cloud Friendly Data Platform OR
Digital Technical Engagement: IIAS – Click here Db2WHoC – Click here
Learn about IIAS – Click here
Learn about Db2 WHoC – Click here
Overview: Ride the wave to make more money, faster, with our high value Hybrid Data Management offerings for upgrading appliances that have lived their useful life and will need to be replaced soon…. Two Tactics to use (see further details in note below): Tactic #1: Appliance Upgrade with the IBM Integrated Analytics System (IIAS),
Tactic #2: 'Sherpa' Pricing Play for Use in Cloud/Hybrid Discussions
Primary offering(s): - IIAS
- IIAS Mini
- Db2 Warehouse on Cloud
Target buyer and market
CIO / CTO – Data Warehousing processing is going to a new level in the cognitive AI and business in the Cloud world. An opportunity to redefine your brand in your industry; to reach new customers and new markets. But that opportunity requires not only the right technology, but the right data processing power / tools and the right culture to be successful. We have the some exciting incentives now to upgrade existing appliances.
IT Manager – While appliances are great for lowering costs and higher performance for end users, they don’t last forever. Now is the time to upgrade these to the next generation of appliances or to the cloud and get the benefits of more cognitive, agile data warehousing for the company.
Line of Business Exec – The ability to deliver results or superior customer service / experience is based on your ability to analyze data quickly and innovate quickly. Data Warehouse appliances allow you to analyze and obtain insights on data at scale, quickly.
Customer pains
Organizations looking at Infrastructure Modernization struggle with one or more of the following pain points:
Increasing competitiveness and flexibility in a rapidly digitizing economy with growing data size and data type variety requirements
Optimizing the ROI / Value from data warehouse processing and finding the next windfall or new company offering or service from superb analysis
Data movement, and optimization to and from new cloud and mobile data sources
Productivity and work environment struggling with expanding data needs and analytics processing power
Deteriorating equipment that may start to have more problems and require greater maintenance, if not already.
Sales Kit
IIAS Sales Kit | Db2 WhoC Sales Kit
Sailfish-Mini GA – March
Key Industries: All – Focus on Financial/Banking/Insurance, Healthcare, Govt
Average Deal Size ($K): $150K (Annual Subscription) for Db2 Warehouse on Cloud & $350K for IIAS (1/3 Rack) perpetual License
Where we are today...
Many clients purchased Netezza/PDA TwinFin and Striper systems from 2009 to These systems are central to their critical analytics functions against many terabytes of data and supporting hundreds to thousands of end users.
Our clients currently under support for their IBM TwinFin (all N1001 models) and Striper (all N2001 models) appliances have a compelling reason to act now on their warehouse environment.  As announced in 2014 (5 years prior to end of support) IBM will discontinue support for these Netezza models as soon as June 30, 2019.  Due to the business critical nature of the TwinFin and Striper workloads, these clients cannot use unsupported systems and should now be evaluating their options for their data and analytics strategy, including where to place their workloads in the future.  Our competitors are also aware of the end of support date, and are actively pursuing these clients with their own solutions. IBM Analytics needs to take immediate action to ensure we retain these valuable clients as they continue their analytics journey and decide their next generation platform.
Compelling Reason To Act:
Our message to these clients is a strong one. The Hybrid Data Management platform and the Common Analytics Engine is the ONLY logical place that our Netezza/PDA clients can land. IBM’s Hybrid Data Management portfolio is a natural extension and next-generation of Netezza, and the only platform that boasts native compatibility with Netezza SQL, PL/SQL and INZA. IBM has taken Data Warehousing to a new level, and this is a chance to provide clients with the most comprehensive opportunity to "right size" their analytics environment and prepare their infrastructure for cloud, Data Science, Machine Learning, and AI.
The IBM Integrated Analytics System and Db2 Warehouse on Cloud are our lead with offerings within our 'right size' message. Clients can choose either a similar appliance footprint, an equivalent environment in the Cloud or both in a Hybrid Data Warehouse architecture.
Regardless of the form factor our Netezza/PDA clients choose, most clients will experience native 95% compatibility for their existing workloads, and as a part of this offer, IBM will provide FREE SERVICES to ensure succes.
IBM’s strength is in our Hybrid Data Management portfolio. No other competitor even comes close to our compatibility, price/performance, Hybrid Integration and built in Machine Learning. This is truly an opportunity for our clients to embark on their Journey to Hybrid, Machine Learning and a more cognitive production environment with zero risk.
We have comprehensive sales assets in the links above for you to take the conversation forward.  Sales Tactics to Leverage in Your Conversations:
Tactic #1: Appliance Upgrade with the IBM Integrated Analytics System (IIAS)
What: Replace existing TwinFin and Striper systems to IBM Integrated Analytics System (IIAS), with FREE MIGRATION SERVICES included with purchase.
Who: Recommended for clients who want to ensure operational performance of their existing Netezza workload and keep their data on-premise, while looking forward to Hybrid and Machine Learning.
Why: Remove any risk or concerns about upgrading to IIAS, as IBM will provide FREE MIGRATION SERVICES for each TwinFin/Striper upgrade to IIAS. The IIAS is faster, more reliable, and with advanced features like native Netezza compatibility, Hybrid Cloud integration and built in Data Science Experience, sets up clients for the evolving work of Data Warehousing with no impact to their existing SLAs. Considering other vendors will require an extensive migration effort, this is a very compelling offer.
How: IBM Lab Services will provide a lift and shift from the client’s current TwinFin/Striper to an equivalent IIAS configuration as part of the purchase of IIAS, as well as training sessions to familiarize the client’s technical staff with IIAS.
Details
The IIAS Upgrade sales play provides FREE migration services to move the client's current system from TwinFin or Striper to IBM Integrated Analytics System with the following services provided by IBM as part of the IIAS purchase price:
Support for client application testing
Unit testing - adapting DataStage, Informatica, and ETL (Extract, Transform, Load) scripts and unit testing
Data movement
Operational scripts and routines
Database/Schema conversion and movement to IIAS
Planning and strategy to ensure the best possible upgrade experience for the client
Retention of the client's current database architecture on IIAS
The Benefits of this Migration Process to you and your clients:
NO migration estimates required
NO carve-outs
NO Statement-of-Work (SOW) required
NO impact to sales commissions
NO additional charge to the client whatsoever   
Tactic #2: 'Sherpa' Pricing Play for Use in Cloud/Hybrid Discussions
The Sherpa Play has officially been approved for Business Partners to leverage as well!   Sellers can now either sell direct or engage BPs in Sherpa deals!
What: Replace existing TwinFin and Striper systems to IBM Db2 Warehouse on Cloud managed cloud offerings with free expert migration assistance out of development and included with purchase.
For a minor increase of cost in year one, the client obtains full equivalent capacity on the IBM cloud on Db2 Warehouse on Cloud to support a rapid transition of his/her data estate ahead of the end of life decline in June During the transition year and presuming the client remains/commits to stay current on S&S, the client will be able to use both ground and cloud environments in parallel in support of the transition.
Who: Clients with existing TwinFin and Striper systems that face a June 2019 EOL date and are looking for a transition to a cloud data warehouse destination.
Why: Remove any risk or concerns about upgrading to Db2 Warehouse on Cloud from their existing PDA/Netezza system, as IBM will provide the most compatible and market-leading cloud data warehouse for each TwinFin/Striper where the workload is moved to during year 1 of a transition.
Db2 Warehouse on Cloud provides a modern analytics platform and with advanced features like native Netezza compatibility, BLU memory-optimized, column-organized table technology, and Hybrid Cloud integration, sets up clients for the evolving work of Data Warehousing with no impact to their existing SLAs. Considering other vendors will require an extensive migration effort, this is a very compelling offer. With the free Lift for cloud offering as well as the mass data migration service offering, both small and large data sets are supported for an initial and subsequent, incremental upload.
How: Expert services from development will provide guidance to ensure that the client's transition from their TwinFin or Striper system to Db2 Warehouse on Cloud proceeds smoothly and is successful with less risk on the part of the client.
Details:
Client is entitled to a Db2 Warehouse on Cloud equivalent to their current Netezza model. Assuming a Flex plan as the default to land on, preconfigured default configurations on compute and storage are provided below. Extensions in compute or storage are feasible leveraging standard pricing and payment terms as available outside of Sherpa.
Significant discounts on Db2 Warehouse on Cloud 3 year subscription term utilizing ramp-up pricing for existing Twin-Fin & Striper customers who have fully renewed S&S within the previous 90 days, as follows:
Year 1 – Discounted price equivalent to 20% of total LPP S&S
Year 2 – Discount equivalent to mid-way pricing between Y1 and Y3, as calculated by Sherpa Calculator v2.xlsm
Year 3 – Discount equivalent 15% off List Price
​Direct AND Business Partner-approved play! Sellers can now leverage this play either directly or through BP.
Even if only a subset of the data estate on the system is going to cloud, the total S&S associated with that system becomes the foundation for the year one payment and Sherpa calculation.
Migration ASSISTANCE: For customers under the Sherpa program we’re offering a free Expert Migration assistance. We’ll pair each customer up with one or more Db2 Warehouse engineers to ensure a successful transition. Please note this is not free actual migration itself.  
Call to Action:
Ensure that TwinFin and Striper clients are aware of the End of Support date (as soon as June 2019!) for TwinFin and Striper and our upgrade options and incentives to assist them:
Contact all existing client accounts using TwinFin or Striper appliances in your territory (Your Business Partner Rep has access to client records with your accounts)
Schedule meetings with your clients to understand their path forward (ground/cloud/hybrid/other), and present the appropriate offer(s) above.
Experts on the play  WW
Gary Proctor
IBM and BP Use Only

2. Hybrid Data Management
Sell Db2 on Cloud to Developers Leverage HDMP, IIAS, Db2, & IBM MongoDB within Oracle/Teradata for lower hybrid cloud costs and more cognitive, agile dev
Digital Technical Engagement:
IIAS – Click here Db2 – Click here Db2WHoC – Click here
Learn about HDMP – Click here
Learn about Db2 – Click here
Learn about IBM MongoDB – Click here
Overview: Tell our broader “story” with Hybrid Data Management offerings for off loading workloads from Oracle or Teradata to save customers money and enable them to become more flexible, cognitive, cloud oriented businesses Pitch to White Space customers as well. Three Tactics to use (see further details in note below): Tactic #1: Oracle off load to IBM Cloud, Tactic #2: Teradata Take Out, Tactic #3: Open Source MongoDB Opportunity
Primary offering(s): - HDMP On Prem & HDMP on Cloud
- Db2 Family of products
- IBM MongoDB Enterprise Edition
Target buyer and market
CIO / CTO – Data Warehousing processing is going to a new level in the cognitive AI and business in the Cloud world. An opportunity to redefine your brand in your industry; to reach new customers and new markets. But that opportunity requires not only the right technology, but the right data processing power / tools and the right culture to be successful. We have the some exciting incentives now to upgrade existing appliances.
IT Manager – While appliances are great for lowering costs and higher performance for end users, they don’t last forever. Now is the time to upgrade these to the next generation of appliances or to the cloud and get the benefits of more cognitive, agile data warehousing for the company.
Line of Business Exec – The ability to deliver results or superior customer service / experience is based on your ability to analyze data quickly and innovate quickly. Data Warehouse appliances allow you to analyse and obtain insights on data at scale, quickly.
Customer pains
Organizations looking at Infrastructure Modernization struggle with one or more of the following pain points:
Increasing competitiveness and flexibility in a rapidly digitizing economy with growing data size and data type variety requirements
Optimizing the ROI / Value from data warehouse processing and finding the next windfall or new company offering or service from superb analysis
Data movement, and optimization to and from new cloud and mobile data sources
Productivity and work environment struggling with expanding data needs and analytics processing power
Deteriorating equipment that may start to have more problems and require greater maintenance, if not already.
Sales Kit
HDMP Sales Kit | Db2 Sales Kit | IBM MongoDB
Key Industries: All – Focus on Financial/Banking/Insurance, Healthcare, Govt./Public Sector, Retail / Distribution, and Industrial / Manufacturing
Average Deal Size ($K): $120K for HDMP perpetual License, $90K for Db2 Family perpetual license; <$50K IBM MongoDB Enterprise Edition perpetual license
Tactic 1: Oracle Off Load
Tactic 2: Teradata Takeout
Elevator Pitch
IBM can help Teradata clients take a strategic step into the hybrid data management space and to build out a physical and/or logical data lake architecture for analytics on all kinds of data, leveraging both SQL, NoSQL and open source application models with a mix of public cloud, private cloud and on-premises based deployments.  This will provide the foundation to meet the business needs of data scientists, business analysts, data engineers and developers while drastically reducing total cost of ownership associated with current Teradata spend.
Play Definition
Up to 70% off of what they are paying on Teradata over 5 years
For qualifying customers who agree to be public references, we have more flexibility in reducing migration costs incurred by the customer
Financial construct includes up-front licenses, 5 years of S&S and migration consultation and services as needed
There are two key approaches:
Clients not ready to move off of Teradata – in this case we take a surround approach by augmenting their existing Teradata footprint with a combination of data marts and/or open source components either on-premises or in a public or private cloud environment
Clients ready to move off of Teradata – in this case we work to migrate the existing environment and replace the Teradata footprint with a combination of our hybrid data management offerings
Solutions / Products
The IBM Hybrid Data Management Platform is for on-premises.  HDMP enable clients to collect all types of data,  using a single platform with a common application layer that allows them to write once and deploy anywhere.   Now available with FlexPoint licensing. 
Db2 Warehouse for Cloud is a fully managed public cloud based offering which is optimized for reporting and analytic workloads.  This offering is available as a software as a service (SaaS) and fits perfectly in the hybrid environment with both cloud and on-premises deployments.  We support both IBM and non-IBM cloud providers. 
DB2 Warehouse [for Private Cloud] is a docker-based offering which focuses on private cloud deployments optimized for reporting and analytic workloads.  This offering is available as a software as a service (SaaS) and fits perfectly in the hybrid environment with both cloud and on-premises deployments.  We support both IBM (IBM Cloud Private), non-IBM and custom designed private cloud platforms.    
Goals / target
Based on past experience, the approach to take to maximize potential for success of a Teradata attack is to target the following customers:
Customers who are about to make a substantial financial outlay to Teradata due to one of the following reasons:
Have reached capacity limitations
Are experiencing performance issues with certain analytic queries/workloads
Are on older models of Teradata which are about to go out of support
Generally speaking, a surround approach has been our most effective approach against Teradata.  Typical successes have included:
Resolving performance issues in a Teradata environment by introducing our analytic appliance (now IIAS) as a physical data mart dedicated to the workload experiencing issues
Introducing an open source Hadoop environment to allow for cold data offload from the Teradata warehouse to postpone a substantial financial layout to Teradata and redirect a fraction of those funds into our Big SQL solution
Off-loading ETL Workloads into Hadoop using BigIntegrate, BigQuality and Information Governance Catalog
Implementing a physical or logical Data Lake to support new Hybrid analytical workloads, driving more business value.  This includes Hybrid deployments such as expanding to Cloud, Open Source Hadoop, leveraging unstructured data, analyzing data in motion and NoSQL applications.
Given the high cost of Teradata, combined with their current financial situation and inability to effectively provide a clear path for companies to evolve into a hybrid data warehouse environment, we now have an opportunity to get more on the offensive against Teradata and offer the ability for a financially attractive direct take-out option.
Either approach is fine – surround or take-out – and this is something that you can assess in your discussions with the potential client to gauge how aggressive they are willing to be.  For those clients who are willing to be more aggressive in taking out Teradata, we will provide more aggressive savings commitment over 5 years – and – for references, we will include the migration services for a limited time.
Who and Why
Teradata is vulnerable
Expensive Outdated High Risk High cost of Teradata is the biggest pain point for most customers High up front cost of infrastructure
High maintenance and support costs
High personnel costs
New subscription based pricing means customers end up paying more
Missed the boat on Hybrid and Machine Learning Slow to start adopting cloud
Cloud only available on AWS or Azure
No investments in Machine Learning
Teradata is losing market share and bleeding customers Consistent decline in sales revenue since 2014
Most of their revenue is services revenue, which accounts for more than 50%, which shows focus on service and maintenance instead of innovation
Customers
What customers are we targeting?
Teradata customers who are willing to either introduce a non-Teradata offering into their infrastructure and Teradata customers who are willing to reduce/remove their Teradata footprint.
Who is interested and why?
Customers are unhappy with the high-cost of Teradata
Customers who see that Teradata is not a strategic platform
Customers who are trying to modernize their analytic environment
Customers who are on older – out of support – Teradata systems
  Why IBM?        
How can we help?
We can reduce TCO between 50%-70%.  We have consistently been able to prove this.
Help clients take a step towards a more modern analytic ecosystem
Introduce public and/or private cloud components
Introduce open source/Hadoop environment
Allow client to leverage all data types and both SQL and NoSQL applications
Make it very easy for data scientists and business analysts to gain immediate value with Machine Learning, Spark, Streaming data, R, Python, etc.
What to stay away from
Complexity of migration will be the #1 concern. 
Refer to our tooling to help evaluate the cost/risk of migration.
Explain the value of the Common SQL Engine and Data Virtualization
Refer to our references of successful migrations
If you cannot alleviate concerns, focus on the surround approach
Use of industry specific applications which are tightly linked to Teradata technology
DCM and ICM are two such applications that Teradata acquired
If there are proprietary technologies used to integrate applications with Teradata data technology, switch to a SURROUND and MODERNIZATION approach
In this situation you will NOT be able to take-out the existing appliance
Management and Monitoring systems for new footprint
Teradata has an extensive tool set to help administrators consolidate and manage across the Teradata infrastructure
Data Server Manager (DSM) has made great strides in this area
Focus on the value of DSM and the cross-deployment single skill-set required for management and monitoring for the Common SQL Engine based offerings.
Emphasize the inclusion of rich workload management capabilities
IBM Lab Services - Teradata Migration
IBM Analytics Services have a strong competency in offering IBM solutions for Teradata customers.
IBM Analytics Services have a world-wide team supporting Teradata modernization solutions, with resources who are certified across Hadoop, Cloud and IIAS
We have built a migration methodology based on IMUM framework.  IMUM = IBM Unified methodology which uses six well defined phases for migration (Project Planning, Analysis, Design, Configure, Deploy (QA) & Operate phases).
The Teradata migration methodology is based on field expertise with migration projects as well as subject matter expertise (SME) knowledge in Teradata & IBM platforms, services delivered by skilled professionals.
We have a data virtualization layer inside all of the Common SQL Engine based offerings which will allow for new systems to connect to existing Teradata environments until they can be sunset.
We have tools which can assess an existing application infrastructure to accurately estimate the cost and risk of the migration effort as well as assist with automating many aspects of the actual migration itself.
We have a set of tools which can help automate the application migration itself.  The tools focus on automated migration of application logic and assets.  The amount of these application assets which can be automatically migrated varies based on the customer's specific environment, but, below is the list of application assets and our desired target.
Call to action
1.  Check the clients you are responsible for and identify those who are using Teradata
2.  Set up time to meet with those clients identify any issues or strategies that would give us an opportunity to share our story
3.  Position a proposed approach to address issues identified or help client make a strategic step forward in their ecosystem.  This can be either a surround or take-out approach.
Starting questions
Are you getting real business value from your current spend on your infrastructure?
Are you able to respond in a timely manner to the requirements of your data scientists and business analysts?
What is your company’s strategy regarding data lakes, cloud, self-service, machine learning and open source?  Are you making the progress you wish to?
Are your data scientists able to quickly deploy new models and analyze new data sets to keep up with your competitors?
For what you are paying now, are you obtaining real business insights, or is your infrastructure becoming a day-to-day operation cost?
Do you have a pricing program to accommodate flexible database across relational, Hadoop, NoSQL and the ability to introduce semi-structured and unstructured data?
Are you in a situation where you are about to make a financial outlay to Teradata for growth or to resolve some issue?
Be aggressive!  Let your customer know we have consistently been able to save Teradata clients between 50%-70% over 5 years.  Ask to give us a chance to show them how.
Engage
Tell customer we believe we can save you up to 70% off of your Teradata 5-year TCO
Do a sizing and migration assessment (lab services will do the free assessment) 
Offer a PoC if necessary to progress the opportunity
For Q1: We have a promotional program available for a select number of customers that includes migration, if they agree to be a public reference.  Remember references can include many forms of helpful assets – land on a couple which your client is comfortable with:
Quotes we can use
Willingness to talk to other clients
Willingness to share their experiences and success at conference
Willingness for us to build a success story and share publicly
CloseMigration ASSISTANCE: For customers under the Sherpa program we’re offering a free Expert Migration assistance. We’ll pair each customer up with one or more Db2 Warehouse engineers to ensure a successful transition. Please note this is not free actual migration itself.  
Tactic #3:
Experts on the play  WW
Gary Proctor
Tony Mancini
IBM and BP Use Only