© 2008 IBM Corporation Sales Training IBM SystemsGreen Energy Efficiency Rapid Assessment Scott Barielle STG Lab Services

© 2008 IBM Corporation Systems & Technology Group Lab Services 2Sales Training | IBM SystemsGreen The New Enterprise Data Center An evolutionary new model for efficient IT service delivery Fragmented, inefficient islands of computing Efficient, dynamic and responsive Initiatives Consolidation and Virtualization Energy Efficiency Business Resilience and Security Service Management Information Infrastructure NEDC Innovation Workshop  IT Strategy Assessment and Roadmap definition Green Attack Assessments  Power & Cooling Trends and Data Center Best Practices  SystemsGreen  Data Storage Footprint Review  Early stages – line up against best practices  Initiate discussion of energy efficiency gains from IT Systems  IT optimization analysis specific to storage environment

© 2008 IBM Corporation Systems & Technology Group Lab Services 3Sales Training | IBM SystemsGreen Content What is the SystemsGreen assessment & who is it for? What is the engagement process? Sample input & output

© 2008 IBM Corporation Systems & Technology Group Lab Services 4Sales Training | IBM SystemsGreen What is the SystemsGreen assessment?  Demonstrate to a potential customer how many kilowatts (kW) and racks IBM systems can save them potentially with SystemsGreen.  Provides Reason of Call and basis for account teams and other IBM owners to discuss what IBM technologies and services can potentially save in energy and space.  Account team collects a small amount of data from the potential customer in guided questionnaire.  This is a cross brand, platform neutral service that addresses mainframe and storage in addition to common Windows, Linux, and UNIX systems. There is typically far more energy efficiency potential improvement in the IT Systems than in the data center facilities.

© 2008 IBM Corporation Systems & Technology Group Lab Services 5Sales Training | IBM SystemsGreen Who is SystemsGreen for?  Clients who are not using IBM technologies and services and would not be willing to provide substantial data or resources to perform a full energy or TCO/energy study.  Clients seeking fundamental information about potential benefits of IBM solutions and estimated impacts on IT systems energy usage.  An organization where we have “not been able to get into the door”, but is interested in discussing energy efficiency with IBM.

© 2008 IBM Corporation Systems & Technology Group Lab Services 6Sales Training | IBM SystemsGreen The business drivers of clients who are candidates for SystemsGreen  Has exhausted a data center or is approaching exhaustion. ▬ “out of power” or “out of space”.  Is using co-location “co-lo” facilities to host servers and storage.  Client has regulatory or other energy efficiency conditions they need to comply with.  Client wants to simplify their environment.  Client needs basic insights into the potential opportunities to relieve pressure on energy usage.

© 2008 IBM Corporation Systems & Technology Group Lab Services 7Sales Training | IBM SystemsGreen Key features of the SystemsGreen rapid assessment.  High level assessment of IT systems energy (power & cooling) usage and efficiency. ▬ Report built in two business days. ▬ Deliverables include a six+ page report presented in a one hour teleconference.  Estimates metrics of existing systems wattage used and potential improvements with more efficient strategy and technologies.  Estimates kilowatt requirements by systems platforms, types, and categories.  Includes projected cost of electric per year and per server.  Predicts exhaustion point of existing data center facility with current strategy and technology choices.

© 2008 IBM Corporation Systems & Technology Group Lab Services 8Sales Training | IBM SystemsGreen How will SystemsGreen drive IBM revenue?  Helps build relationship with client.  Recommends specific IBM platforms & ▬ Shows potential energy and space savings ▬ Shows projected facility relief  Estimates kilowatt & space savings from technologies other than virtualization: ▬ U.S. high voltage ▬ Water cooling e.g. Rear Door Heat Exchanger ▬ Shared infrastructure

© 2008 IBM Corporation Systems & Technology Group Lab Services 9Sales Training | IBM SystemsGreen Qualifying questions to determine if client may benefit from SystemsGreen  Is the client already virtualizing and consolidating, but still concerned with running out of power or space?  Is the client concerned with IT energy usage constraints or the energy usage growth rate of IT systems?  Can the client answer the following, choosing any combination from the three lists? How many kilowatts do your systems use?  SystemsGreen estimates these to spark a discussion between you & client. production development test staging UNIX x86 mainframe application database infrastructure web pick one

© 2008 IBM Corporation Systems & Technology Group Lab Services 10Sales Training | IBM SystemsGreen Content What is the SystemsGreen assessment & who is it for? What is the engagement process? Sample input & output

© 2008 IBM Corporation Systems & Technology Group Lab Services 11Sales Training | IBM SystemsGreen SystemsGreen engagement process You interview client Send to Sys- Green TeamAnalysisReport Systems  Counts  Platforms  Sizes & Ages Facilities  Capacities  Square footage Data  From interview  From other assessment, if any  SCON  CDAT  RACE  Etc. Turnaround  2 business days Energy estimates  Current systems Savings estimates  kW & racks Recommended  Systems & actions Guided input questionnaire provided. Also send brief of client & account team status. Deliverable is built Energy effects of different strategy Presentation Teleconference  Client team schedules  Client team attends in person  SystemsGreen team presents on teleconference

© 2008 IBM Corporation Systems & Technology Group Lab Services 12Sales Training | IBM SystemsGreen Report turnaround is 2 business days once the required data is received and accepted by IBM. Typical Elapsed Assessment Timeline (In Weeks) Activities / Milestones1234 Nomination approved Interview scheduled Interview performed Data sent to SystemsGreen team Analysis and report built Report presentation scheduled Report presentation teleconference Key Milestones This chart shows typical and realistic time expectations. The turnaround of scheduling with the client generally determines how quickly this engagement can be finished. Account team responsibility SystemsGreen responsibility Key

© 2008 IBM Corporation Systems & Technology Group Lab Services 13Sales Training | IBM SystemsGreen Content What is the SystemsGreen assessment & who is it for? What is the engagement process? Sample input & output

© 2008 IBM Corporation Systems & Technology Group Lab Services 14Sales Training | IBM SystemsGreen Sample input template 1 of 2, used to guide account team in performing interview of client to gather data.

© 2008 IBM Corporation Systems & Technology Group Lab Services 15Sales Training | IBM SystemsGreen Sample input template 2 of 2, used to guide account team in performing interview of client to gather data.

© 2008 IBM Corporation Systems & Technology Group Lab Services 16Sales Training | IBM SystemsGreen Sample output report 1 of 3. Current energy usage estimates by platform.

© 2008 IBM Corporation Systems & Technology Group Lab Services 17Sales Training | IBM SystemsGreen Sample output report 2 of 3. Projected facilities exhaustion point with current technology & strategy.

© 2008 IBM Corporation Systems & Technology Group Lab Services 18Sales Training | IBM SystemsGreen Sample output report 3 of 3. Overall potential energy and space savings potential with IBM technology & strategy.

© 2008 IBM Corporation Systems & Technology Group Lab Services 19Sales Training | IBM SystemsGreen Call to Action ▬ Access Green Attack Sales Kit Access Green Attack Sales Kit ▬ Listen to overall recorded training on playListen to overall recorded training on play ■Training on client presentationTraining on client presentation ■Listen to OI training on each assessment ▬Systems Green BP’sSystems GreenBP’s ▬Data Storage Footprint Review BP’sData Storage Footprint ReviewBP’s ▬Power & Cooling Trends & Best Practices BP’sPower & Cooling Trends & Best PracticesBP’s ■ Schedule local Q&A telecon with SME ▬ Nominate client – submit form to ■Opportunity must be in Siebel ▬ GTS interlock - avoid overlapping sales initiatives ▬ Sandie Brow will schedule win room – determine opportunity and proper assessment ▬ Schedule Assessment