1. IBM Systems and Technology Group © 2008 IBM Corporation Oracle Exadata Storage and the HP Oracle Database Machine Competitive Seller Podcast Mark Wulf Strategy and Business Development, Oracle IBM Systems and Technology Group Marty Carangelo IBM Oracle International Competency Center

2. IBM Systems and Technology Group © 2008 IBM Corporation 2 Key Questions: 1.Is your customer an Oracle DB customer? 2.Does you customer currently have or are they considering implementing a data warehouse? Oracle Technology Reps will be talking to your customer about an HP Oracle Database Machine

3. IBM Systems and Technology Group © 2008 IBM Corporation 3 Competing Against HP/Oracle  Exedata ia an Appliance not Database Server which is what IBM offers  Advantages of HP Oracle Database Machine ??? –Large non-OLTP environments –Brute force scan operations (may requires redesign of query workload), Sequential scans –Column selection –Simple Star Schema join (many warehouses are really copies of Production Schema) –Infiniband Storage bandwidth (existing storage technology can be used to increase bandwidth)  Disadvantages –A Single user is sequential. Add the second user, or more, and it becomes random Adding concurrent users or multiple concurrent query streams reduces the efficiency of brute force scan operations due to limited number of disk arms and optimization to disk throughput and sequential I/O. –Data Warehousing requires heavy CPU and I/O infrastructure resources The more complex the query the more CPU and I/O required In order to take advantage a redesign of the query will have to take place –force processing back to the database tier which may be limited in processing power –Configuration limits scalability for very large and smaller data warehouses. –Configuration limitations of disk and processing power make it difficult to optimize for different workload requirements –Multi-tier architecture adds complexity for query optimization and requires additional DBA skills

4. IBM Systems and Technology Group © 2008 IBM Corporation 4 Full Range of Data Warehouse Solution Options for IBM Systems and Oracle DB: Balanced Configurations Custom Flexibility for the most demanding data warehouse Benefits: High performance Unlimited scalability Completely customizable Industry-leading database and hardware Partitioning RAC Partitioning RAC Reference Configurations Documented best-practice configurations for data warehousing Benefits: High performance Simple to scale; modular building blocks Industry-leading database and hardware Available today Flexibility Pre-configured, Validated Oracle Optimized Warehouse Validated and tested configurations. Sold via Business Partners Benefits: High performance Simple to buy Fast to implement Easy to maintain Competitively priced Partitioning RAC

5. IBM Systems and Technology Group © 2008 IBM Corporation 5 Competing Against Oracle and HP  If you customer runs Oracle, Oracle WILL be talking to them about an HP/Oracle solution. –Going to all customers and selling aggressively into qualified prospects –They will cite bandwidth, benchmarks, and offer POC, (apples to apples comparisons!) –Deep discounts being offered Up to 25% on hardware and 50-70% on software –Existing ELA for Oracle DB and RAC lowers costs –Partial Exadata licensing to reduce cost –Sell full hardware solution but only sell a portion of the software licenses for Exadata Storage Servers

6. IBM Systems and Technology Group © 2008 IBM Corporation 6 Call to Action  Ask 2 Key Questions: Running Oracle DB, Implementing DW solution  Engage! Don’t be afraid to compete  Challenge references and performance claims –Oracle has made very few details public –Oracle has not published any industry-standard benchmarks  Keep track of Oracle activities in your account  Register competitive engagement with Richard Gordon or Amy Westlake  Educate customer on IBM offerings  Deliver whitepapers  Deliver cover letter and proposal Don’t let Oracle and HP lead the deal!

7. IBM Systems and Technology Group © 2008 IBM Corporation 7 New Analyst Reports  Comparative Analysis of IBM's Single Tier Solutions and the HP Oracle Exadata & Database Machine Comparative Analysis of IBM's Single Tier Solutions and the HP Oracle Exadata & Database Machine –For Internal IBM and on-request customer and business partner distribution  Value Proposition For Oracle Business Intelligence Deployments Cost/Benefit Case for IBM Power Servers, System x, and System Storage Value Proposition For Oracle Business Intelligence Deployments Cost/Benefit Case for IBM Power Servers, System x, and System Storage  Executive Summary: Cost/Benefit Case for IBM Systems and Storage with Oracle Business Intelligence Deployments Executive Summary: Cost/Benefit Case for IBM Systems and Storage with Oracle Business Intelligence Deployments  Gabriel Consulting: ”The Oracle-IBM Optimized Warehouse initiative finally gives small and mid-sized companies the same capabilities and tools that the big guys have, at a price that is much lower than competing solutions.” –Oracle & IBM: Big Time Data Warehouse, Low Price - August 2008

8. IBM Systems and Technology Group © 2008 IBM Corporation 8 Who to contact and additional information  Richard Gordon (rdgordon@us.ibm.com)rdgordon@us.ibm.com  Amy Westlake (AWES@ch.ibm.com)  IBM and Oracle International Competency Center or IBM and Oracle Joint Solution Center – ibmoracl@us.ibm.comibmoracl@us.ibm.com  For more extensive competitive information on this topic – IBM Oracle On The Air Webcast - "Oracle Exadata Storage and the HP Oracle Database Machine Competitive Seller Training" IBM Oracle On The Air Webcast - "Oracle Exadata Storage and the HP Oracle Database Machine Competitive Seller Training"  Check out the IBM Oracle Virtual University Check out the IBM Oracle Virtual University  Internal IBM Sales Kit Internal IBM Sales Kit  PartnerWorld Sales Kit PartnerWorld Sales Kit

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