1. Click to add text © 2011 IBM Corporation Techline System z Sizing Process Update July 18, 2012 Mike Kott (mkott@us.ibm.com)mkott@us.ibm.com SWG Worldwide Sales System z IT Architect Community Leader Sean Waldo (scwaldo@us.ibm.com ) S&D Global Techline FLM, North America, System z

2. © 2012 IBM Corporation 2 Agenda  WelcomeMike Kott  Linux on z is Hot!  System z Sizings Experiences  Techline Values & RolesSean Waldo  System z Middleware Product Sizing Process  Software Sizings available today  Escalation Process  Techline Links and Contacts for Assistance  Summary

3. © 2012 IBM Corporation3 Current # of Linux on z IBM Products Available (RHEL 6, SLES 11) Tivoli: 95 AIM: 85 IM (includes BA & Industry Solutions): 58 Rational: 15 Lotus: 12 STG: 10 275+ IBM middleware products available on Linux on z today

4. © 2012 IBM Corporation4 Increasing Business with IBM Software for Linux on System z SWG Revenue increase with Linux on System z +46% YTY +46% YTY 124% of plan CGR over past 5 years: 22.4% +26 % YTY +26 % YTY

5. © 2012 IBM Corporation5 Linux on IBM System z – 2011 Installed Linux MIPS at 39% CAGR*  20% of Total installed MIPS run Linux  Installed IFL MIPS increased 24% in 2011  35% of System z Customers have IFL’s installed  66 of the top 100 System z Customers are running Linux on the mainframe  More than 3,000 applications are available for Linux on System z – Over 370 New or Upgraded applications for Linux on z  A number of First in Enterprise (FIE) clients have implemented on Linux on z * Based on YE 2004 to YE 2011

6. © 2012 IBM Corporation6 Examples of Potential Product Sizing Issues Customers require product sizing estimates to run on Linux on System z ► Compare costs to distributed systems ► Determine efficiencies and performance on Linux on z ► Required for successful POTs and POCs Brands do not always have adequate System z hardware or personnel available in a timely manner to provide performance measurement input for sizing requirements Results: ► Techline & Brands extrapolate Linux on z sizing from System x or POWER sizings, over sizing at times or resulting in performance problems once installed due to incorrect sizing ► Product could be purchased and run on distributed systems, potential loss of System z revenue ► Unsuccessful POTS and POCs could result

7. © 2012 IBM Corporation 7 Product Sizing Examples  OmniFind Linux on z ► Customer requested sizing to run OmniFind on Linux on z vs. Intel ► Industry Solutions Brand had not run sizing on Linux on z ► Large amount of hardware required: ● 4 LPARs for 8 weeks, each LPAR with 8 IFLs, 32GB RAM, 750GB disk space and 64-bit application environment ● Hardware not available until mid to late 2012 at earliest due to other commitments ► Customer decided to implement on Intel systems  BPM Linux on z ► Lack of IBM documentation to size IFL Hardware, Lombardi migration to BPM ► BPM V7 Linux on z sizing document published Dec11 ► PoC in May 2012 ► List of trained sizing people & support provided to zCAs for assistance with PoC ► Issues addressed

8. © 2012 IBM Corporation 8 Product Sizing Improvements  Techline & Brands have make major improvements in System z product sizings information  Continuing to work on processes and Brand collaboration to provide field required sizing data  Provide field requests for sizings as early as possible to provide adequate time to develop and disseminate information

9. © 2012 IBM Corporation 9 Sean Waldo S&D Global Techline FLM, North America, System z scwaldo@us.ibm.com

10. © 2008 IBM Corporation © 2012 IBM Corporation10 The Value of Techline  Techline – Making it easier to deliver Client Value  Allows Sales & Technical specialists to focus more time and energy on their customer and the sales opportunity cycle  Pre-sales activities in which Techline gets involved include solution and product recommendations, sizings and capacity planning, competitive strategy and configurations (order submission).  Additional zSW support includes license and inventory management, pricing support and determining when capacity upgrade configurations are needed.

11. © 2012 IBM Corporation 11 2011 North America zSW Techline Statistics # of zSW Engagements Completed in 2011 2011 zSW Win Revenue 2011 Significant Wins Nationwide Insurance Liberty Mutual JPMC Bank of America Citibank

12. © 2012 IBM Corporation12 Techline’s Role & Value  Business Area Definition –System z Software Sizing – –Estimates the computer hardware capacity required to support a New application workload that is in the design/development stages. This allows our clients to provide new functionality and support that will allow their business to compete in a world of rapid market changes.  Techline’s role & value –New Application Workloads Estimate the System z capacity required for New Application Workload Support running on z/OS OR z/VM+Linux on System z For z/OS - Provide an estimate of the % of workload offloadable to zAAPs – Business Value to Sales Effort Facilitate selling IBM System z Software Products Facilitate selling System z Hardware – New or upgrade capacity and specialty engines Provide a high quality sizing recommendation that will accelerate the time required to make the sale Increase Revenue to the IBM Corporation

13. © 2010 IBM Corporation © 2012 IBM Corporation13 Current Process - How we get a zMiddleware Sizing Offering  Assess the need for product sizing tooling –Major product announcements – SPSS, WODM, Cognos, TIM –Projected Revenue $s for a product – Market Plan –# of Requests from the field teams for sizing a zProduct –Requests from product team  Techline works with Product Development and ATS –Define the sizing methodology – application characteristics, workload scenarios, other important factors –Product Development Performance Team – Provide Performance Data –Techline, ATS – validate the data provided –ATS develops the prototype/ATS and Techline assist with testing –ATS develops the sizing tooling – additions to the zPSG sizing tool –Techline works w/Development & ATS to develop the Sizing Questionnaire –Techline – creates the questionnaire, updates the Techline sizing website & announces the new sizing offering –Techline conducts the sizing studies  Product training – conference calls, Conference Education, Product Development provided occasionally

14. © 2012 IBM Corporation 14 Techline Sizing Process Assess need Send to Development Validate Data Review current sales strategy Analyze # of sizings requests, projected Revenue, Receive direct requests from product team to add sizing ATS validates the data & develops prototype ATS & Techline test prototype ATS updates sizing tool with new information Product Development does the following: Define the sizing methodology – application characteristics, workload scenarios, other important factors Provide Performance Data to ATS Techline creates sizing questionnaire Techline updates website with new sizing offering

15. © 2010 IBM Corporation © 2012 IBM Corporation15 Escalation Process  Techline will escalate a sizing if the following scenario occurs: –The WW Techline System z Software Sizing Team cannot perform the software sizing as requested by the field due to lack of product sizing information (ie performance data, tools, prototypes, guidelines, etc) from product development. –The field requester or client is not satisfied with the sizing results produced by the product sizing tool or SCON workload scalars translation methodology.  The following steps are performed during the actual escalation –Contact ATS and product manager/lab resources for assistance –Escalate to Techline Management if no resolution in a timely manner –Initiate a Sizing Escalation Request per management approval –Communicate the Sizing Escalation Request with senior brand management and System z leaders –Keep the requester informed of status of escalation activities –Document the escalation activities in the Siebel Service Request record and close out the record when the sizing issue is resolved.

16. © 2012 IBM Corporation16 Middleware Sizing on z 2012 Strategy  Alignment with our sellers –Confirm with stakeholders current and future sizing offerings Completed prioritized list of products from West & East IMT System zSW Technical teams –Measure success of new aligned offerings and their growth (# of requests) Tracking requests weekly Provide quarterly update to stakeholders –Collect data on sizings and trends by Operating System environment  Expansion of our support portfolio - Tool Kit –Tier level product sizing support Traditional tool or process ( zPSG, or Prototype) Progressive method (translation from distributed sizing using zSCON & defined scalars) Emergent method (sizing guidelines) –Incorporate new offerings based on technical feasibility of available tool set Created prioritized list of products under review by ATS Added list of additional products, review by ATS completion target –Provide consultative expertise  Evolution to a Full-time System z SW Sizing team –Creation of core focal team and secondary support team Provide proof of the viability of an IBM solution via credible, structured analysis, thereby supporting the progression and win of a sales opportunity

17. © 2012 IBM Corporation 17 Software sizing offerings for 2012 Focal resources dedicated to each brand

18. © 2012 IBM Corporation18 Measuring Success – Today & Future

19. © 2012 IBM Corporation 19 Middleware Sizing 1Q2012 Results 1Q2012 Success Stories InfoSphere @ Banco De Venezuela Content Manager on Demand @ Banco Nacional De Mexico Filenet @State of Conneticut WS Application Server @ AGIP IM (Analytics) Cognos @ ADP Driving Revenue

20. © 2012 IBM Corporation20 Measuring Success – 1Q11 To 1Q12 comparison

21. Technical Sales, North America Check back for frequent updates © 2012 IBM Corporation21 NA Techline zSW Sizing/Server Consolidation Team Sean C Waldo Client Technical Manager NA System z HW Focals John Campbell – ATS Focal Liz Holland – STG Tools Focal Fausto Vasquez NA Techline zSW sizing/SCON Team Lead Viola Berg – WebSphere/Lotus Regina Cason – Lotus/WebSphere Juliana Jeun – Tivoli/Rational/WebSphere Roberto Ribeiro Dos Santos – IM/Rational/Tivoli Greg Smith – WebSphere Alternate Nick Summers – IM Alternate David Dean – IM Alternate Dennis Mosby – Tivoli/Cognos Alternate Ogechi Nduka – Cognos Alternate

22. © 2012 IBM Corporation 22 Engaging Techline for assistance with IBM Middleware Sizing https://www.ibm.com/partnerworld/page/pw_com_cas_techline_software_sizing_overview

23. © 2008 IBM Corporation © 2012 IBM Corporation23 Engaging Techline  Techline Request Form - https://www.ibm.com/partnerworld/page/pw_frm_tsp_techline_trghttps://www.ibm.com/partnerworld/page/pw_frm_tsp_techline_trg  E-Mail Send note to: techline@us.ibm.comtechline@us.ibm.com  Toll-Free "888" Number –US, Canada, and Federal 1- 888-426-5525 Follow the prompts  Global Techline PartnerWorld Website –https://www.ibm.com/partnerworld/page/pw_com_tsp_techline_ overviewhttps://www.ibm.com/partnerworld/page/pw_com_tsp_techline_ overview

24. © 2008 IBM Corporation © 2012 IBM Corporation24 Techline Request Form https://www.ibm.com/partnerworld/page/pw_frm_tsp_techline_trg

25. Technical Sales, North America Check back for frequent updates © 2012 IBM Corporation25 Summary Linux on System z and IFLs are major growth platforms used by our customers and generates a large amount of software revenue –Consolidations, reduce costs, host applications close to z/OS data Techline provides pre-sales solution and product recommendations, sizings and capacity planning, competitive strategy and configurations to the field 50+ middleware products on Linux on z have sizing information available, and the number is growing Use the Techline Software Sizing Web Site for the latest news and product sizing information available –https://www.ibm.com/partnerworld/page/pw_com_tsp_techline_overviewhttps://www.ibm.com/partnerworld/page/pw_com_tsp_techline_overview Engage with Techline early in the sales cycle