Cloud Pak for Data

Prospecting Battlecard

Digital Sales & Commercial / IBM Corporation

IBM Digital Sales
Cloud Pak for Data
IBM Cloud for Data is a platform of containerized IBM Data and AI services used to create a clean and Target Audience
organized data foundation for digital transformation initiatives centered around AI and machine learning. Campaign Codes: 000032KK / Campaign Parent Name: Cloud
Built on Red Hat OpenShift, this Cloud Pak includes a variety of IBM services to help collect, organize, and Pak for Data
analyze data – regardless of the source – to help clients climb the Ladder to AI. IBM Cloud Pak for Data’s Target co size: Strategic/Key; SMB; new/existing clients
services can be used across clouds regardless of the client’s data maturity, or wherever they are in their Targeted user roles: CIO/CDO, Data Scientist/Engineer/
journey to advanced analytics, AI, and ML. Cloud Pak for Data is customizable with IBM and 3 rd party Steward, Admin; Developers focused on data manipulation
extensions that include Watson, DB2 and Cognos. Pricing model: Priced per VPC with 28 VPC minimum
Key Competitors: Varies by service: For Data/AI/ML: AWS, Azure, Google. ETL, database, analytics, and BI Avg growth deal size: $300K; Avg strategic/key deal size:
vendors $500K
Marketing: [email protected]; Sales: [email protected]; Technical: [email protected]
Follow Up
Opening Questions Listen For Primary Solution Benefits / Objection Handling
Asset
• Where would you position yourself • Data siloes • CP4DATA tools allow the client to lay a secure, organized data foundation to enable • Dummies
on the data maturity journey to • Questionable quality business initiatives, transformation, and differentiation, and to get ready to exploit AI and ebook
exploiting advanced analysis, or ML – regardless of data maturity or the timeframe for adoption of AI/ML “Best Practi
• Multiple formats and ces in Data a
AI/ML – or to simply have a clean, disparate sources • CP4DATA offers the capability for data virtualization, allowing client to retrieve and nd AI for Mul
holistic view of your enterprise manipulate data from any source, regardless of format or structure ticloud”
• Structured unstructured
data? • Collect: Integrated tools for an organized, collaborative approach to data collection,
• Questionable security and
• Different data siloes, formats source ingestion, virtualization, and distributed processing
ongoing governance across
across clouds, on prem? Unknown, • Organize/Govern: Tools enable data discovery/search, transformation and cataloging,
data sources
untrusted quality? Able to tap all and provide a single pane to access uncatalogued data and connect data sources
data? • ETL: extract, transform, load
• Analyze/Operationalize: Tools to exploit organized data for use with AL, ML, and
• Are you able to monetize your data advanced analytics. Includes: AI/ML; AI Model build/mgt, dashboards/reporting,
and get an accurate and timely visualization
view of [customers], [employees],
[partners]?
• Spending too much time • Time spent chasing down • Save time to market with an organized/identified data foundation for initiatives. Flatten • Data Virtuali
“wrangling” data (ensuring data; ensuring its quality time/effort needed to aggregate/organize disparate data assets-enable timely decisions. zation White
paper
accuracy, collecting, organizing, • Point tools/solutions Reduce time, cost, and aggravation associated with data wrangling across silos. Work
analyzing/presenting, trying to collaboratively to finetune data assets
exploit AI/ML?)
Competitive • Google Big Query. Big • CP4DATA doesn’t care where, or in what format, your data is in. It can work with existing • Bloor InDetai
QueryML data assets regardless of where they reside. Many cloud providers are centered on their l Report
• Already using data stores,
databases, data warehouses from • Microsoft Azure SQL, Azure on data assets
• Forrester Wa
multiple providers in cloud and/or Machine Learning, Power BI • CP4DATA can eliminate the need for multiple point solutions, particularly those needs for ve: Enterpris
on premise • AWS RDS, Redshift, data identification, collection, transformation (ETL), and governance, though can work in e Insights Pl
• Already using visualization Sagemaker concert atform
2
(analytics, BI) tools – likely from • Hadoop, Spark • CP4DATA allows a collaborative approach to all aspects of data management, so that data
IBM Digital Sales
Cloud Paks: Functional Overview
Background: IBM Cloud Paks are lightweight, enterprise-grade, modular cloud solutions, integrating a container platform, containerized IBM
middleware, and open source components, as well as common software services across multicloud management, application development/migration,
data management/visualization/AI, integration, and automation. IBM Cloud Paks can run anywhere, are open and secure, and easily consumable.
They are optimized for RedHat OpenShift – and run wherever OpenShift runs – on premise, on private or public clouds, at the edge, or with pre-
integrated systems. Each Pak is built for enterprise-grade Kubernetes-based environments

Cloud Pak/Key User Roles/Key Terms and Focus on Identifying Client Needs to determine the
Key Competitors
Functions Cloud Pak Fit
Cloud Pak for Multicloud Management • Wants to manage application development and management • Microsoft Azure Arc/Stack; Google
• Key terms/functions: multicloud, hybrid, brokerage, assets across multiple public clouds, on premises, private cloud, Anthos; AWS Outposts; VMware
Kubernetes, containers, serverless and other environments. Wants a holistic, single pane view of Tanzu/Proj. Pacific. Others:
• Key user roles: Architects, operations, DevOps, devs, these assets RightScale/Flexera, Scalr, Embotics,
security • Looking for a common management plane for CloudHealth/VMware, Dynatrace, New
container/Kubernetes mgt Relic
Cloud Pak for Applications • Wants to build new cloud native applications • Microsoft Azure, Google AppEngine and
• Key terms/functions: app development, migration, • Looking to modernize existing apps, e.g., WebSphere apps, to related tools, AWS PaaS features
WebSphere modernization, microservices, serverless, the cloud • VMware with Pivotal
DevOps • May need assistance identifying applications suitable for • Oracle
• Key user roles: Developers, architects, DevOps migration
• Wants to use modern DevOps/CICD; consistent experience
across clouds
Cloud Pak for Data • Struggling to identify, collect, understand, exploit, monetize data • Multiple data/database/analytics/AI tools
• Key terms/functions: data virtualization; visualization, assets – across disparate data sources, siloes, and data formats from: Microsoft, AWS, Google, Oracle
ETL, data discovery, transformation, governance, • Need to prep data for ongoing digital transformation, analytics • ETL, e.g., Informatica, Tibco
analytics, AI, ML and AI • Analytics/BI: e.g., Tableau, Qlik, Power
• Key user roles: Personas involved in “data wrangling”, • Even if AI isn’t in near-term plans, a solid foundation of timely BI, Tibco Spotfire
data visualization & AI/ML lifecycle: data and usable data is desired for timely/accurate insights,
scientists/engineers, data stewards/admins, data-focused competitiveness and responsiveness to market disruption
developers, business analysts
Cloud Pak for Integration • Needs to integrate/connect applications and data across multiple • API: Apigee/Google, MuleSoft, Azure API
• Key terms/functions: API lifecycle mgt, enterprise clouds Mgt, Dell Boomi, Kong
messaging, event streaming, high speed data transfer, • Looking to acquire/integrate data from SaaS and enterprise • MuleSoft, TIBCO, Software AG, Oracle
EAI, ESB applications • Streaming: AWS Kinesis, Confluence,
3 user roles: Enterprise/integration architects, API
• Key • Looking to extend EAI capabilities in cloud-native environments Storm/Beam, Azure Stream Analytics
devs • Exploring API management
IBM Digital Sales
Cloud Paks: Common Differentiation
Background: IBM Cloud Paks are lightweight, enterprise-grade, modular cloud solutions, integrating a container platform, containerized IBM
middleware, and open source components, as well as common software services across multicloud management, application development/migration,
data management/visualization/AI, integration, and automation. IBM Cloud Paks can run anywhere, are open and secure, and easily consumable.
They are optimized for RedHat OpenShift – and run wherever OpenShift runs – on premise, on private or public clouds, at the edge, or with pre-
integrated systems. Each Pak is built for enterprise-grade Kubernetes-based environments.

The following are common differentiators for every Cloud Pak.

Key Aspects Benefits Why and How Differentiated
Portability Run anywhere; • Cloud Paks are provided in a form factor that can be deployed in a location of client choice: on premise/in data centers/existing
Portability across cloud infrastructure, on private and public clouds, at the edge, and in pre-integrated systems (IBM Cloud Pak System)
environments • Cloud Paks provide the ability to deploy complex software workloads in optimized and highly-available configurations, and can
involve collecting or creating large numbers of disparate components, including the workload container images, configuration files,
and assets for integrating with the clients’ chosen platforms or management tools.
Enterprise Comprehensive security • Certified Cloud Paks build the combined expertise of IBM and Red Hat into trusted enterprise software solutions that combine fast,
security and and consistent easy deployment with enterprise qualities of service. They are certified to run on Red Hat OpenShift, with full software stack support
suitability approach • Cloud Paks provide an easy/powerful way to run high-quality, container-based enterprise software on a modern Kubernetes-
Easily deployed  based orchestration platform that enables HA, scalability, ongoing maintenance for enterprise apps
increasing time to value • Cloud Paks include container images that are built and tested by product teams, capturing product expertise and best practices
• Images provided by IBM are regularly scanned for known security vulnerabilities and follow a rigorous process for managing newly
identified issues. Cloud Paks provide consistent added capabilities and a common set of operational services for deployment,
lifecycle management, and production quality of service – logging, monitoring, version upgrade and roll-back, auditing, vulnerability
assessment and testing
Simple, yet Easily consumable • Simplified, flexible pricing with a consumption-based licensing model
complete • Pay for what you use and use the capabilities that you want; fully modular and easy to consume
Lightweight Reduce development • Each IBM Cloud Pak runs on Red Hat® OpenShift on IBM Cloud and Red Hat Enterprise Linux and includes containerized IBM
time, speed to middleware and common software services for development and management, on top of a common integration layer – designed to
development, Opex reduce development time by up to 84 percent and operational expenses by up to 75 percent.
Easy to Get Test drive Cloud Paks • Understand how each Cloud Pak can specifically help the client
Started • Get started with free Garage services and/or free cloud account/sandbox environment