Sales Playbook Overview

Power Virtual Server

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Table of Contents
• Client Presentation ………………..…………………………………………………………….……. 4

• Why Power Virtual Server……………………………………………………………………………. 5-8

• Key Sales Motions ………………………………………….………………………………………….. 9-11

• Technology Expert Labs ………………………………………….…………………………………… 12-14

• Migration Acceleration Program ………..…………………….…………………………………… 15

• Competitive Overview ………………………………………….……………………………………… 16

• Conversation Guide …………………………………………..………………………………………… 17

• Objection Handling ………………………………………….………………………………………….. 18

• Roadmap……………………………………………………………………………………………………… 19

• Promotion & Incentives ………………………………………….……………………………………. 20-21

• Seller Compensation ……………………………………………………………………………….….. 22

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Client Presentation
Why Power Virtual Server
Why Power Virtual Server? – Client value proposition
PowerVS eliminates several on-prem cost line items
Ransomware On-Prem Cost PowerVS Eliminates or Reduces
Server Hardware Protection
Administration Snapshots + air gapped backup with ability to
Client Data Eliminated or Absorbed Ransomware Protection
identify the last known good copy -> Included
Center Costs Costs Results in overall Server Hardware Eliminated - OS and applications responsibility
TCO savings of 35% or Administration of the client/managed services provider

IBM SWMA*
more!
Client Data Center Costs Eliminated

License portability
IBM SWMA (*)
SWMA Included
Mimix
VTL License The end state solution with PR and DR both in
Mimix (**) Cloud would not require Mimix software or
VTL Backup services
VTL Backup Software
Included
Storage License
VTL Backup Server, Storage,
Included
HW Services Network
Power VS 7

HW Maintenance Storage Included

HW Services Eliminated

Power HW IBM Hardware Maintenance Eliminated

Power HW On-prem -> PowerVS

Types of clients
PowerVS Pre-Sales Deal Qualification Questions
PowerVS Pre-Sales Technical Discovery and Inventory Questions

AIX/ IBM i/ MSPs/CSPs ISVs

Independent Software Vendors
Linux Managed Service Provider/ Cloud Service Provider
Current Customers
Use Case: Use Case: Use Case:
Wants to upgrade or expand their options Wants this to offer the service to their Wants to host and create a SaaS offering.
to deploy on-premise and off premise. customers. Certify SW and DevOps

Client Need: Client Need: Client Needs:

• Disaster Recovery as a service • Be able to service their customers that • An infrastructure to take to their SaaS
• Dev test environments want a cloud option and it gives them the to customers quickly without needing to
• Expand IT infrastructure to the cloud ability to provide different or new services deploy infrastructure
• Justify the capital spending to refresh • Looking to get out of the game of buying • Taking advantage of the GEO footprint
and long-term capacity planning for and hosting their own data centers, it that they get from the Cloud
growth leads to better economic model. • Looking to leverage IBM cloud to expand
into additional markets
• Reduce development costs

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Key Sales Motions
IBM PowerVS Key Sales Motions
What is the sales motion? Who are we targeting? What is the value?

Refresh The Fleet Refreshing existing Power Client who have Power8 and will reach • Clients can avoid the high extended premiums.
Data Center System that are nearing EOS with end of support in March 2024. (nearly • Extended on-prem support fees increase 1.5x,
Modernization Cloud First Strategy/data center half the Power systems install base is to 2x to 2.5x in 3 years.
exit still Power7 and Power8). • No ownership, no data center operations
and optimized cloud operating model.
Enhance Business Providing cloud-based business Clients who do not want to own and • Like for like architecture enables reliable
Continuity & continuity & resiliency solutions manage their own secondary data business continuity solutions
Resiliency for existing power systems center for DR can leverage PowerVS • Global Replication Services (storage
clients. with its like-to-like architecture. replication)helps attain non-functional
• Existing PowerVS requirements. (Recovery Point Objective(RPO)
customers: expand with BaaS for less than 15min)
AIX/Linux or BRMS and VTL • Backup as a Service (BaaS) or VTL enhances
backup for IBMi. data protection strategies & simplifies the
• New Customers: include BaaS for management of backup processes.
AIX/Linux by default or BRMS and
VTL backup for IBM i in the deal.
Accelerate SAP Providing e2e SAP solutions on Client who are running SAP ECC or SAP • E2E delivery
10 of solutions from SAP or IBM

Cloud ERP & Cloud using SAP RISE Premium HANA on IBM Power Systems and consulting
Enterprise Supplier and ManagePlus by IBM looking to move to the Cloud. • Accelerate transformation with lift and shift
Application Consulting. from on-prem Power Systems.
• Other enterprise applications can also benefit
Modernization
including i.e., Oracle, JDA, JDE, PKMS
 Large Medium Small
How to target
Workloads including Custom apps or ISV Stable and predictable
Production and DR applications compute requirements
Selecting the right
clients to target will >$250k ACV USD <$250k ACV USD <$50k ACV USD
improve sales
productivity, signings Clients with Cloud First Clients looking to benefit from Client who want to exit data
strategy at End Of Support for agility and other benefits of center or has clear cloud value
and revenue. current hardware and running cloud operating model and a prop.
large SAP, Oracle or IBM I plan that eliminates current
costs.
• Clients with low monthly
• Clients needing ~ 15 cores • Clients lacking skills or spend can reduce network
Large or more will benefit from running into support issues overhead with VPN and PER.
strong TCO of dedicated will benefit.
hosts. • Target through BPs when
• Target and invest when there is clear cloud value prop.
Medium clients consider all line
• Amenable to a fit for
purpose IaaS landing zone items of costs that they 11
• Not a good fit: IBM i P05
on IBM Cloud. currently incur software tier not offered with
Small PowerVS. Not ideal for light
• Not a good fit: when > • Not a good fit: when net applications optimized with
50TB per LPAR and if DS8K new budget is required to <0.25 cores on-prem.
storage is used move to PowerVS

IBM Fast Start / © 2024 IBM Corporation

Technology Expert Labs
IBM Cloud Expert Labs With deep technical expertise and a proven
approach, we help clients adopt and

We are the leverage IBM Cloud® technologies via the

implementation of production ready use
cases. Our highly skilled Cloud architects,

experts developers, and designers are here to

help you on your journey.

40
Savings on migrations
% 50 %
Faster speed to outcomes
99.9
Uptime with modern architectures
%

IBM Cloud Expert Labs / © 2023 IBM Corporation Source: representative metrics from prior client engagements. 13

IBM Cloud Expert Labs / © 2023 IBM Corporation 13

 Plan, Build and Migrate Plan and build a Power Migration in IBM Cloud
Power Virtual Server

What is Power Virtual Server Migration? We can help!

This service is designed to assist customer migrating Power (AIX, Advise
Linux, and IBM i) workloads to Power Virtual Server (PowerVS). It • Solution discovery and design
• Outcome: Low-level infrastructure solution document with architecture diagrams,
will include planning, building and performing migration of an on- architecture decisions, assumptions, and dependencies for the IBM Cloud
premises workload to PowerVS, with advice on follow on options for solution
backup and disaster recovery for new PowerVS environment. The
offering will provide a fast, secure, time-boxed and fixed priced Build
offering, leveraging best practices for networking and security. • Deployment and configuration of target environment
• Outcomes: Deploy and configure PowerVS for AIX Linux LPARs and associated
storage in an IBM Cloud data center. Handover environment to customer/partner
and update solution document with As Built information.

Migrate
• Migration of workloads
• Outcomes: Migration of LPARs including storage/data. Handover migrated
workloads to customer and update solution document with As Built information.

IBM Cloud Expert Labs Migration Assistance

Tap the expertise of IBM Cloud Expert Labs to help plan and build a Power Migration in IBM Cloud. Contact your Cloud Expert
Labs Principal for more information or to start planning.

IBM Cloud Expert Labs / © 2023 IBM Corporation 14

Migration Acceleration Program
Competitive Overview

16
Conversation Guide

17
Objection Handling

18
Roadmap

19
Promotions & Incentives

20
Power Systems Virtual Server Committed Use Savings Plan
Up to 45% discount on PowerVS deals*

WOW – All workloads for PowerVS are now eligible for:

• 1-year committed use savings plan up to 30% discount
• 3-year committed use savings plan up to 45% discount (Applicable for all
deals 3 years or more)

HOW
• Discounting will go through Special Bid Process beyond geo delegation (up to
72hr SLA)
• Discount guidance provided by Product Management already for speedy
process

IBM Cloud / Power Virtual Server / © 2023 IBM Corporation

Seller Compensation

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 IBM Power Virtual Server - Call to action
Act with urgency!
⎯ Opportunity identification:
Market intelligence publishes install
base of Power Systems clients.
Contact Steve at:
[email protected] for access
to the box folder link:
Build your skills Team to win today Find your target clients
⎯ Articulate the value of Power ⎯ Use the #winroom_power_iaas
Virtual Server to your clients. ⎯ Use Sales Playbook to
for technical solutioning help
Enable yourself and earn your qualify opportunity - Focus on client
or identify Power VS tiger
For more information badge! pain points and value proposition.
team members in your
geo/market. ⎯ Leverage IBM's key Power Virtual
⎯ Power Virtual Server sales kit ⎯ Understand the
on Seismic Server offers – start a PoC.
competitive landscape and our ⎯ Activate and partner with
unique differentiation IBM's growing Ecosystem for
⎯ Power Virtual Server Publisher ⎯ Price competitively – Pay go with
winning Solutions committed use. Committed Use
Page (IBM only) ⎻ Register for Public Cloud
Savings Plans offer up to 45% off
Sales and Tech enablement ⎯ Use the IaaS win room for any help
⎯ Join PowerVS slack channels for: for 3-year commitment.
webinars to keep learning or guidance you need. The Global
Power Hour enablement throughout the year Sales and Offering teams are ⎯ Use the incentive and reward
invites, PowerVS help and more.
available 2 times a week. programs available. . Migration,
• #power_hour_community ⎻ Register TODAY for the IBM
• #powervs-tiger-team Hybrid Cloud, Move to PowerVS,
TechZone Power Showcase
• #winroom_power_iaas and more.
Webinar series (Registration
• #public-cloud-power-emea Link). Sellers and BP’s.
IBM Cloud Fast Start / Power Virtual Server / © 2023 IBM Corporation 23
 Power Virtual Server Offering Resources
• Power Virtual Server product page • Global IBM Public Cloud Sales Leader - Power Virtual
Server and Z, Cloud: Eapen Valakuzhy
• IBM Technology Zone ([email protected])

• Power Virtual Server Sales Kit • IBM Americas SAP & Power Virtual Server Solutions Leader
Global Sales - Cloud Platform Sales (Geo): Tony Fiorot
• Power Virtual Server Services Assets in Lighthouse ([email protected])

• Demo video: Deploy mission-critical enterprise workloads • Business Unit Exec - Power Hybrid Cloud Technology Sales –
Americas Global Sales - Infrastructure Sales (Mkt): Charles
with IBM Power Virtual Server
Goodman ([email protected])
• Power Virtual Server documentation • Cloud Director of Product, SAP and Power:
Ming Christensen ([email protected])
• Power Virtual Server catalog order page
• Cloud Power Virtual Server Product Manager:
• IBM Technology YouTube channel Shadi E Albouyeh ([email protected])

• IBM Power Virtual Server Community • Product Manager PowerVS, Infrastructure:

Power Virtual Server Tonny Bastiaans ([email protected])

• Cloud Power Virtual Server Go to Market (GTM)

Product Manager: Myra Francois ([email protected])

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