Every year, I teach hundreds of sellers how to sell IBM storage products. I have been doing this since the late 1990s, and it is one task that has carried forward from one job to another as I transitioned through various roles from development, to marketing, to consulting.
This week, I am in the city of Taipei [Taipei] to teach Top Gun sales class, part of IBM's [Sales Training] curriculum. This is only my second time here on the island of Taiwan.
As you can see from this photo, Taipei is a large city with just row after row of buildings. The metropolitan area has about seven million people, and I saw lots of construction for more on my ride in from the airport.
The student body consists of IBM Business Partners and field sales reps eager to learn how to become better sellers. Typically, some of the students might have just been hired on, just finished IBM Sales School, a few might have transferred from selling other product lines, while others are established storage sellers looking for a refresher on the latest solutions and technologies.
I am part of the teach team comprised of seven instructors from different countries. Here is what the week entails for me:
- Monday - I will present "Selling Scale-Out NAS Solutions" that covers the IBM SONAS appliance and gateway configurations, and be part of a panel discussion on Disk with several other experts.
- Tuesday - I have two topics, "Selling Disk Virtualization Solutions" and "Selling Unified Storage Solutions", which cover the IBM SAN Volume Controller (SVC), Storwize V7000 and Storwize V7000 Unified products.
- Wednesday - I will explain how to position and sell IBM products against the competition.
- Thursday - I will present "Selling Infrastructure Management Solutions" and "Selling Unified Recovery Management Solutions", which focus on the IBM Tivoli Storage portfolio, including Tivoli Storage Productivity Center, Tivoli Storage Manager (TSM), and Tivoli Storage FlashCopy Manager (FCM). The day ends with the dreaded "Final Exam".
- Friday - The students will present their "Team Value Workshop" presentations, and the class concludes with a formal graduation ceremony for the subset of students who pass. A few outstanding students will be honored with "Top Gun" status.
These are the solution areas I present most often as a consultant at the IBM Executive Briefing Center in Tucson, so I can provide real-life stories of different client situations to help illustrate my examples.
To learn more about a Top Gun class in your area, see the [Top Gun class schedule].
The weather here in Taipei calls for rain every day! I was able to take this photo on Sunday morning while it was still nice and clear, but later in the afternoon, we had quite the downpour. I am glad I brought my raincoat!
technorati tags: IBM, Sales Training, Top Gun, Taipei, Taiwan, NAS, SONAS, disk, virtualization, unified+storage, SAN Volume Controller, SVC, Storwize V7000, Storwize V7000 Unified, Infrastructure Management, Tivoli Storage, Productivity Center, TPC, Unified Recovery Management, TSM, FlashCopy, FCM
Well, it's Tuesday again, and you know what that means... IBM announcements!
Last week, IBM had a big storage launch of various products, with the June 4 announcements at the IBM Edge 2012 conference. I provided highlights in my post [IBM Edge Announcements]. As promised, here are the rest of the announcements.
- SONAS v1.3.2
SONAS v1.3.2 adds support for management by the newly announced IBM Tivoli Storage Productivity Center v5.1 release. Also, IBM now officially supports "Gateway configurations" that have the storage nodes connected to XIV or Storwize v7000 disk systems. These gateway configurations offer new flexible choices and options for our ever-expanding set of clients.
- ProtecTIER appliances and gateways
IBM ProtecTIER line of data deduplication appliances and gateways add CIFS file system support. Rather than using OST or a VTL interface, you now have CIFS as a new option for host attach. Also, IBM introduces the new TS7620 Express model, with options for 5.4TB and 11TB in capacity, replacing the previous TS7610 entry level.
- LTFS Storage Manager
The Linear Tape File System (LTFS) allows files to be stored on tape cartridges in a manner that allows them to be mounted as file systems, much like a USB memory stick. The new LTFS Storage Manager software allows you to manage a collection of files across a set of cartridges, moving files from one cartridge to another, consolidating valid data onto fewer cartridges, and removing files no longer needed. This is sometimes referred to as "lifecycle management".
- Tape System Library Manager
When IBM first introduced the "shuttle" that allowed up to fifteen TS3500 tape libraries to be connected together into a single system, only HPSS customers could take advantage of this. Software was required to coordinate the movement of cartridges from one library to another. The new IBM Tape System Library Manager now offers an alternative to HPSS for coordinating this activity.
- DS8000 v6.3 microcode
IBM now offers 400GB solid-state drives. IBM's market leading support for Full Disk Encryption (FDE) is now extended to cover all drive speeds, from the slowest 7200RPM NL-SAS drives up to the fastest solid-state. IBM Easy Tier extends its super-easy implementation to work across all three of these tiers including encryption.
- Implementation Services
IBM now offers implementation services for IBM XIV Gen3 storage system, and the N series models 3220 and 3240.
This week I am on the road visiting various clients. Next week, Moscow Russia for the "Edge Comes to You" event!
technorati tags: IBM, SONAS, TPC, Tivoli Storage, Productivity Center, ProtecTIER, TS7650, TS7620, CIFS, OST, VTL, LTFS, Storage Manager, Tape System Library Manager, DS8000, DS8800, XIV Gen3, N3220, N3240, Edge, ECTY
This week I am in Orlando, Florida for the IBM Edge conference. Here is a recap of Day 4 morning sessions that focused on Tivoli products.
- IBM Tivoli Storage Productivity Center Overview and Update
With my colleague, Mike Griese, presenting TPC 5.1 and the IBM SmartCloud Virtual Storage Center earlier this week, you might wonder what is left to say. Mike's session was intended more for clients who already have TPC deployed, but my session is more of an introductory session.
I was the original architect of the product back in 2000-2003, so have some insight into the history, motivations and design principles applied to each version of the product. It has evolved nicely over the years, and while I am no longer working full-time on the product, I am still very much involved, and am consulted by the current architects and product managers for direction and opinion going forward.
I presented an overview of the overall product as it stands today in its current v4.2.2 version, and gave a few highlights of what to expect in the upcoming TPC 5.1 announced this week.
- Encryption and Key Management in the Cloud: The Top 6 Concerns to Ensure a Secure and Reliable Solution
This was a split session with two speakers. The first speaker was Richard Moulds, VP of Strategy and Marketing from Thales, and the second speaker was Gordon Arnold, IBM Senior Technical Staff Member (STSM) and Software Architect for Tivoli Security Management.
Richard presented security issues in the cloud. He is an author of several books, including "Key Management for Dummies" and "Data Protection and PCI Compliance for Dummies". Thales is a large French companay of 70,000 people nobody in the USA has heard of, but is a major company in the area of IT Security. He presented survey results about people's perceptions and attitudes towards encryption and security issues in the cloud.
The security threats in the Cloud were presented as the "Seven Deadly Sins":
- Data loss and leakage, including data that is not deleted with resources are re-used for other purposes
- Shared technologies, especially in Cloud environments that do not have robust multi-tenancy
- Malicious insiders, such as administrators being bribed to provide access to sensitive data
- Account or service hijacking, including those that pretend to be someone else, asking for password resets
- Insecure APIs for applications and services, many of these APIs were developed quickly, recently, and perhaps without the robust review from a security perspective
- Abuse of the Cloud, such as using the Cloud itself to crack passwords or break decryption passwords through parallel processing
- Unknown risk profile, as few Cloud providers have certified security capabilities
(Yesterday, [6.5 million LinkedIn passwords were compromised] by hackers. Hackers also got to eHarmony compromising 1.5 million user passwords.)
Gordon Arnold (IBM) presented IBM's Encryption and Key management. IBM has two products: IBM Tiovli Key Lifecycle Manager (TKLM) and IBM Security Key Lifecycle Manager (SKLM). These are KMIP v1.0 compliant today. The OASIS group is currently reviewing KMIP v1.1 enhancements that includes some suggestions from IBM.
IBM's use of Key Encrypting Keys on disk and tape has proven to be quite useful. The only copy of the encryption key is on the media, and is then encrypted by an authorization key. If you need to defensibly delete the data for compliance reasons, you can simply destroy the encrption key.
At lunch, I spoke with Scott Laningham who was doing video interviews. For years, Scott was the #1 blogger on IBM developerWorks until I took over the title last year. We discussed working on a video in the future on this.
technorati tags: IBM, Tivoli Storage, Productivity Center, SmartCloud, Virtual Storage Center, Richard Moulds, Thales, Gordon Arnold, Encryption, Scott Lanignham
Well it's Tuesday again, and you know what that means... IBM announcements! Yesterday, at the IBM Edge conference here in Orlando, Florida, IBM announced its new apporach to storage, and a whole bunch of storage products, enhancements, and services. I will focus on some key ones here, and save the rest for next week.
- IBM SAN Volume Controller (SVC) v6.4
The SVC is IBM's enterprise-class storage hypervisor. The latest software release, v6.4, can be installed on any SVC hardware, from the 2145-8F2 introduced back in 2005, to newer models like the 2145-CG8. Here are the key features:
- Fibre Channel over Ethernet (FCoE) -- This is complete end-to-end support. For SVC units with 10GbE ports, these ports can be now be used for FCoE. This allows hosts to attach to SVC via FCoE, allows SVC node-to-node communication for clustering, and allows SVC to communicate to back-end devices via FCoE.
- Real-Time Compression -- IBM ported over the patent Random Access Compression Engine (RACE) from the Real-Time Compression Appliances to SVC v6.4. This allows primary data, accessed via block-based protocols, to be compressed up to 80 percent. This feature is an extra priced feature by TB.
- Non-Disruptive Volume move between I/O Groups -- If you don't already have SVC, you don't need to worry about this. For existing SVC customers, this allows volumes to be associated with two or more I/O groups, and that you can add or remove I/O groups non-disruptively. For example, if you want to move a volume from IOG1 to IOG2, then you add IOG2 to the list of I/O groups for the volume, let the multi-pathing software discover the additional paths, the remove IOG1, which then marks the previous IOG1 paths inactive. All this can be done while applications read and write data.
- Dedicate FCP ports for Replication -- If you activate the two 10GbE Ethernet ports for FCoE, you can free up two FCP ports that you can dedicate for long-distance Metro Mirror or Global Mirror.
If you have SVC today, but are running an old release like v4.3 or v5.1, I recommennd you upgrade up to at least v6.2.05 release now. This release has been out for a year and is very stable, and serves as a great platform for a later upgrade to SVC v6.4.
- IBM Storwize V7000 v6.4
The Storwize V7000 is IBM's midrange storage hypervisor. The latest software release, v6.4, can be installed on existing block-only Storwize V7000 units in the field. The Storwize V7000 v6.4 gets all the features listed above, as well as the following:
- Four-way clustering -- Previously, you could cluster two Storwize V7000 controller enclosures together (4 canisters total). To cluster three or four controllers required an RPQ. Now, IBM supports up to four Storwize V7000 controller enclosures (8 canisters) without an RPQ.
- Direct Fibre Channel attach -- A lot of people are using Storwize V7000 inside single-rack configurations, so it makes sense not to require a SAN switch for just a few Windows, Linux or VMware servers. An RPQ is now available to allow this to happen.
- IBM Tivoli Storage Productivity Center (TPC) v5.1
TPC is already ranked one of the best Storage Infrastructure Management software in the market, and this release will just solidify its lead. Key features include:
- Upward integration to higher level management systems
- A new, intuitive, easy-to-use web-based GUI inspired by the XIV GUI
- Integration of COGNOS to be able to generate and customize reports
- Support for SONAS systems
There are several presentations on TPC this week that will go into more detail. Check out the [TPC Facebook page].
- My latest book Inside System Storage: Volume IV is now available!
Yes, can you believe it? I have published my fourth volume in my "Inside System Storage" series! It is available in three formats:
- Hardcover with dust jacket
- eBook (Adobe Acrobat PDF)
You can order this, and all my other books, in all formats, directly from my [Author Spotlight] page. The paperback will also be available soon from other online booksellers, search for ISBN 978-1-105-72213-4.
- IBM DS3500 Express
The DS3500 is our entry-level block-based device, designed specifically for random I/O workloads. This includes databases, email repositories, traditional business applications, and on-line transactional workloads. Here are the new features:
- Dynamic Disk Pooling, similar to what XIV does to reduce disk rebuild times, but using a RAID-6 like approach per chunk of data.
- Thin Provisioning using Dynamic Disk Pooling
- Asynchronous Logical Unit Access (ALUA) failover
- Enhanced FlashCopy, improved scalability, consistency groups and rollback support
- VMware API for Array Integration (VAAI) support. This includes Write Same, Extended Copy, and Atomic Test & Set.
The DS3500 replaces the previous models of DS3200, DS3300 and DS3400 models.
- IBM DCS3700
The DCS3700 is our entry-level/midrange block-based device, replacing the DCS9900 model, designed specifically for sequential I/O workloads. This includes Big Data analytics, Hadoop, High Performance Computing (HPC), video surveillance, and television broadcasting. It holds 60 drives in a 4U controller enclosure.
For more on any of these announcements, see the [June 4th Announcement Page], or follow the Twitter tag #transformITnow.
technorati tags: IBM, SVC, Storwize V7000, Tivoli Storage, Productivity Center, TPC, DS3500, DCS37000
The first day had various breakout sessions in the afternoon.
- Understanding Your Options for Storing Archive Data to Meet Compliance Challenges
I presented IBM's Smart Archive strategy and the storage products IBM offers to archive data and meet compliance regulations:
- The differences between backup and archive, including a few of my own personal horror stories helping companies who had foolishly thought that keeping backup copies for years would adequately serve as their archive strategy
- The differences between Write-Once Read-Many (WORM) media, and Non-Erasable, Non-Rewriteable (NENR) storage options.
- How disk-only archive solutions become "space heaters" for your data center.
- An overview of the various storage hardware options from IBM.
- How LTFS can be incorporated into an archive solution, such as [Crossroads Systems' StrongBox® solution].
- An explanation of the different IBM software offerings to help complement the storage hardware choices.
- IBM TotalStorage Productivity Center (TPC): New Features and Functions
Mike Griese, IBM program manager for TPC, presented the latest in TPC 5.1 version announced this week. His session was organized into four key sections:
- Insights - TPC 5.1 integrates COGNOS reporting, which allows custonmization of reports and ad-hoc exploration and analysis. Since the reports are not binary-compiled into the product, IBM can ship new COGNOS reports as templates outside the normal TPC release schedule. Also, TPC 5.1 got smarter on reporting on server virtualization hypervisor environments to avoid double-counting.
- Recommendations - TPC 5.1 can analyze your usage patterns across the entire data center and make recommendations to move data from one storage tier to another. You can then act on these recommendations by moving data from one tier to another, either "up-tier" to faster storage, or "down-tier" to less expensive storage, using a storage hypervisor like IBM SAN Volume Controller. This is complementary to features like Easy Tier which optimize within a single disk system.
- Performance - TPC 5.1 uses a new web-based GUI, based on AJAX, HTML5 and Dojo widgets, inspired by the IBM XIV GUI, and similar to the web-based GUI of SAN Volume Controller, Storwize V7000 and SONAS.
- Optimization - TPC 5.1 allows you to optimize for Cloud by introducing a new RESTful API for storage provisioning and support for SONAS environments. This will allow upward-integration to products like [IBM Service Delivery Manager] and [Tivoli Storage Automation Manager].
Mike also explained the new TPC 5.1 packaging. Instead of having a variety of components like "TPC for Disk", "TPC for Data", and "TPC for Replication", the new packaging simplifies this down to two levels of functionality. The basic level supports block-level devices, including disk performance, replication and SAN fabric management. The advanced level adds support for files and databases, including support for Cloud management such as SONAS environments.
Dan Zehnpfennig, Solution Architect, talked about his experiences installing TPC 5.1 and how this was much improved over previous TPC versions.
- IBM Watson: How it Works and What it Means for Society Beyond Winning Jeopardy!
I presented how IBM Watson works, how it played the Jeopardy! game show last year, and how IBM has helped clients use the technology to solve real-world problems.
- Understanding the IBM Grand Challenge, how it compares to the IBM Deep Blue chess playing computer
- How IBM Watson works, the hardware, the software, and the algorithms involved
- How to build your own "Watson Jr." in your own basement, based on my [popular instructions I published last year].
- Examples of how the technology is being used in Healthcare and Financial Services
If you missed it, I will be repeating this session on IBM Watson on Thursday.
Tonight we have the grand opening reception of the Solution Center and a concert featuring Grace Potter & the Nocturnals!
technorati tags: IBM, Archive, Compliance, WORM, NENR, Mike Griese, , Dan Zehnpfennig, Tivoli Storage, Productivity Center, TPC, Watson, Healthcare, Financial Services, Wellpoint, Seton, CitiGroup