Modified by TonyPearson
Continuing my week in Auckland, New Zealand, I presented my last three topics for the week.
Selling IBM System Storage against competition - Part 1. You would think that since IBM's storage products are, in general, easier to use, faster, at a lower cost of ownership than the offerings from our competitors, there would not need to be a presentation like this. Since there are so many reasons why IBM is better, I split the session into two parts.
Selling IBM System Storage against competition - Part 2. With so much material, I needed to provide some structure. In the past, some Top Gun instructors organized by category, Enterprise Class, Midrange, and Entry level. I chose, instead, to organize by the different competitors themselves.
Selling IBM PureSystems. IBM PureSystems feature the Storwize V7000 and Flex System V7000 disk systems inside, and support all of IBM's disk and tape offerings outside the frame. I covered Flex Systems, PureFlex, PureApplication and PureData, including the newly announced PureData System for Hadoop.
We often joke that I.B.M. stands for "Information Between Meals"! Here we are at a restaurant in the [Britomart] area. I am on [the Paleo diet], which is low-carb, high-protein, dairy-free and gluten-free, and am trying to stick with it even when on the road traveling. Sometimes it can be challenging. Tonight, I opted for a light dinner, just roasted vegetables and grape-flavored beverage.
The folks in New Zealand love sheep. There are nine sheep for every person in this country. Here are some metal sculpture lawn ornaments.
Hyein and I needed new "desktop wallpaper" photos for our laptops. For those who want to dress up their laptops, here's one for each of us. (Click on each photo to see full size). Hyein kept getting her hair in the way. I didn't have that problem, but was worried my cap would fly off my head. This cap was a gift from my clients at [James Cook University in Brisbane, Australia].
In Top Gun classes, the top students are given "Top Gun" caps and their picture is published on the official website for all to see their success. Overall, the entire class did very well, and these three outstanding students had the top scores.
I am now in Sydney, Australia -- to teach Top Gun class again!
technorati tags: IBM, PureSystems, Desktop, Wallpaper
I am back safely from my travels to New Zealand and Australia, and would like to wish everyone today a Happy [Earth Day]!
The Tucson area has been continuously-inhabited by people for the past 3,500 years. One of the great challenges for this arid desert region is water. Recently, Tucson was selected for a [2013 IBM Smarter Cities Challenge] grant. Here is an excerpt from a blog post by Tucson Mayor Jonathan Rothschild titled [Ensuring Tucson's Water Future]:
"One critical area for cost-effective investment is technology. We are converting all of our customer water meters to digital in order to reduce the amount of labor required to manually read all the 225,000 customer meters each month. And we are replacing our Supervisory Control and Data Acquisition (SCADA) system in order to improve our ability to control and manage our water distribution system.
I was pleased that Tucson was selected for a 2013 IBM Smarter Cities Challenge grant. As a result, a team of senior IBM executives came to Tucson for three weeks to listen to our story, learn about our water system and lend their expertise. They came from North Carolina, Texas, New York, California and Virginia to learn about how one of the most arid American cities is setting the standard for wise water use. The IBM team lived in our community and worked with the Tucson Water Department. They learned a great deal and helped us even more.
The Smarter Cities team's final report delivered exactly what we were looking for. It contained a roadmap with both shorter and longer term recommendations. The report did not recommend additional investments beyond our means, but it did make an effective case for the timing and scheduling of our planned investments – recommendations which will help us achieve better near-term results while we develop sustainable practices for this ongoing project. The four areas of improvement detailed in the roadmap were:
It's clear that IBM has made a strategic decision to focus on the opportunities and challenges facing cities around the world through its Smarter Cities program. They understand that a city is a 'system of systems,' and that comprehensive analyses of the ways these systems interact with one another and with the populations they serve are critical to improving the quality of life of citizens everywhere. IBM's selection of Tucson as a global smarter city has given us the chance to demonstrate that we have some of the highest standards for resource management, conservation, financial planning and community engagement for municipal water departments anywhere in the United States."
Improve customer service with automated metering
Modernize our meter management systems
Implement advanced operations management systems
Build additional capacities for our existing information technology systems
While this is certainly good for the environment, IBM's focus on helping the Earth become a smarter planet has been good for its bottom line as well. According to the latest 1Q 2013 financial results, IBM revenues related to Smarter Planet initiatives, including the Smarter Cities campaign, have increased 25 percent year-to-year.
technorati tags: IBM, Smarter Planet, Smarter Cities, Earth Day, Tucson, Jonathan Rothschild
Wrapping up my week teaching Top Gun class in Sydney, Australia, I could not resist taking a photo of the cityscape.
Sydney is a beautiful city, and the view from the 13th floor of the IBM Centre at St. Leonards in North Sydney is always worth a picture!
Vic, Scott and I all have engineering backgrounds, so it is easy for us to drop down into the technical weeds in discussing each product and solution. However, the student feedback from both Auckland and Sydney was that some of our material was just too technical.
"Shoe salesman should know how to tie a pair of shoe laces, but do not need to know [how the little aglets at the tip of each lace are made] just to sell a pair of shoes!"
Rather than presenting my standard 137-slide "Death-by-Powerpoint" deck on selling midrange solutions, I came up with this simple 5-point approach.
Are they digitizing their information? In my blog post, [IBM Watson - Helping Doctors Reduce Costs, Manage Risk and Improve Healthcare Outcomes], I mentioned that 70 percent of doctors do not use Electronic Medical Record (EMR) systems. They are still doing everything on paper! On a Dollar-per-GB basis, paper is more expensive than magnetic tape media.
Do they plan to store and process their data in house? IBM's [focus on Cloud is paying off], and IBM SmartCloud offerings might make a lot of sense for many clients.
Do they plan to centralize their IT? Some companies centralize all of their IT, and others distribute the decision-making to departments, remote office and branch office locations. For the latter, use the ROBO approach to selling.
Do they prefer one-stop shopping? In my now infamous post [Supermarkets and Specialty Shops], I mentioned research that found our clients fall into two camps. Those that favor one-stop shopping from IBM, HP, Cisco, Dell or Oracle, versus those that prefer to buy from the many IT equivalent of butchers, bakers and candlestick makers like EMC, HDS, or NetApp. For those clients that fall in the latter camp, focus on IBM's best-of-breed products.
IT Supermarket competition? The final group are clients that prefer one-stop shopping, but have not yet made up their mind between IBM versus the [IBM wannabees]. Focus on IBM's synergy between storage, servers, software, switches and services.
Last week, we celebrated Joe's birthday in Auckland. This week, it was Vic's turn, so we went to the Garfish restaurant at Manly beach. Here we are with bacon-enhanced oysters.
The four-day class finished Thursday afternoon, and I went out with some of the students to celebrate their graduation. I started with beers at the Cabana, then wine at [the Ivy Room], and finally dinner at Uccello on the rooftop [Pool Club]. Dinner was awesome: pork sausage-stuffed olives to start, roasted chicken with polenta, and finally a capuccino to finish the meal.
I would have never found these places on my own, and the students provided me some interesting feedback about the class and how to improve it.
technorati tags: IBM, Supermarkets, Specialty Shops, ROBO, SmartCloud, Garfish, Ivy Room, PoolClub, Uccello
Modified by TonyPearson
I am back from my awesome vacation in and around Portland, Oregon! I rented a hybrid Toyota Prius from Hertz, which got about 50 MPG for this trip.
After flying all day on Monday, I spent Tuesday driving to the Pacific Ocean, visiting Astoria, made famous by movies like ["The Goonies"] and ["Kindergarten Cop"].
Then on to [Fort Clatsop] and [Fort Stevens Park]. This is the end-point of the famous [Lewis and Clark expedition] trail.
In Seaside, I was able to walk the beach, get some [salt-water taffy], and have a snack at the local [Pig 'N Pancake].
On Wednesday, I walked through the gardens of [The Grotto] on Sandy Blvd, ate a German lunch at [The Rheinelander], then visited the [Crown Point Vista House] along the [Columbia River Gorge]. There were several fabulous waterfalls that could be seen from the parking area without hiking into the wilderness. We wouldn't want to encounter a bear in the woods, or a cow in the field!
Afterwards, I drove to the [Timberline lodge] at the peak of Mt. Hood to watch the snow fall and have dinner and drinks. This is the lodge featured in the movie ["The Shining"].
Thursday was a Spa day, which I spent relaxing at the pool and sauna. In the evening, I had dinner at [Henry's Tavern], and then shopped at [Powell's Books].
Friday morning I spent at the Oregon Museum of Science and Industry [OMSI], which had an [explosive exhibition based on the television show "Mythbusters"]. I then saw the OMNIMAX film ["Sea Monsters"] which followed the life of a pre-historic sea animal called Dolly.
In the afternoon, Rafael, Mo and I explored Portland's waterfront and various bridges via [Segway tour]. The cherry blossoms along our path were in full bloom. If you have not ridden on one of these Segway scooters, they are a lot of fun!
I had dinner at [Bridgeport Brewery] then took a short walk over to see [ComedySportz], a comedy improv show.
On Saturday, Portland held their [Saturday Market] with arts and crafts for sale. This is similar to Tucson's 4th Avenue Street fair. The difference is that the "Saturday Market" occurs every Saturday of the year and Tucson's 4th Avenue Street Fair occurs only twice per year. The weather was very nice, so, many of the locals were in t-shirts and shorts. A live concert by [Grupo Condor] were playing on the main stage.
I walked past the [Voodoo Donuts store]. There was a long line to get in. A woman leaving the store carrying a pink donut box complained she waited 2 hours just to spend $28 for a dozen donuts. The magic is in the hole!
Getting out of the hustle and bustle of the Saturday Market, I had some green tea at the [Lan Su Chinese Garden]. A sister city to Portland is Suzhou, China, and this garden was very peaceful to walk through.
I went back to Powell's Books, did some shopping for shoes at [Dr. Martens], and had some pizza and salad at [Sizzle Pie] next door.
Nearly everything was closed on Easter Sunday, so I went down to the [TulipFest at the Wooden Shoe Tulip Farm] in Woodburn, OR. This was the opening weekend, with over 40 acres of flowers to walk through, various food carts, wine tasting, and rides for the kids.
My final dinner in Portland was at the [Red Star Tavern and Roadhouse], just a few blocks from my hotel.
Getting back to Tucson proved to be a bit challenging. The flight from Portland to San Francisco was delayed due to fog, so we got re-routed to Seattle, then back to Los Angeles, and finally to Tucson.
Last Tuesday, we had our official "Grand Opening" for the new Tucson Executive Briefing Center!
We sent out fancy invitations to all the IBM executives who supported this center, local dignitaries from the Tucson and State of Arizona level, and all of the IBM employees on the Tucson campus.
Since our new center is significantly cozier (5700 square feet versus our previous 15,000 square feet), we split the day into two separate events. The first for the IBM executives and local VIPs, and the second for the rest of the IBM employees on campus.
Of course, there is no free lunch. The day started out with a series of speeches. My manager, Doug Davies, was the master of ceremonies to introduce each speaker.
Alistair Symon, IBM Vice President of Enterprise Storage, explained how important storage affects everyone's lives. If you use an ATM machine to withdraw money, for example, you are most probably using IBM System Storage behind the scenes. Nearly all of the IBM disk and tape storage products are designed here in Tucson.
Bruce Wright (shown here) directs the University of Arizona's Office of University Research Parks, serves as CEO of the UA Tech Park, and the founder and president of the Arizona Center for Innovation. Bruce said a few words on how please he was that IBM decided to reverse its July 2011 decision to leave Tucson. The UofA owns all the property, renting back four of the eleven buildings back to IBM, so is effectively our landlord. Next year will mark the 20th anniversary of IBM's sale of the technology park to the University.
Tucson Councilwoman Shirley Scott talked about the improtance of high-paying jobs to the local economy. While IBMers in Tucson are paid less than our counterparts in San Jose, Austin, Raleigh or Poughkeepsie, we are certainly [paid more than the average Tucsonan], thus helping to raise the standard of living here.
Dr. Michael Varney, president and CEO of the local Tucson Metropolitan Chamber of Commerce, praised IBM for its strong reputation in ethics and diversity.
My new second-line manager, Karl Duvalsaint, and my new third-line manager, Doug Dreyer, emphasized the importance of co-locating Briefing Centers in sites that have Research and Development activity. It is important for clients to interact directly with developers, and it is also good for developers to understand directly from clients their needs, preferences and requirements. Worldwide, the IBM Systems and Technology Group has only twelve Executive Briefing Centers, and the Tucson EBC is one of them.
This is not to say that IBM does not have centers in other locations. Our newest client center in Singapore is a shining example. Of course, if they want experts to speak to clients there, they need to be flown in. Doug Dreyer mentioned that IBM plans to launch six such centers in Africa as well.
Next was the ribbon cutting. From left to right, Lee Olguin (our Gunny Sargeant), Tucson Councilwoman Shirley Scott, UofA's Bruce Wright, IBM VP of Program Management Calline Sanchez, My second-line manager Karl Duvalsaint, IBM VP Allistair Simon, my first-line manager Doug Davies, Tucson Chamber of Commerce President Dr. Michael Varney, and my third-line manager Doug Dreyer. We had a member of the local high school band do the drum roll.
Once the ribbon was cut, the IBM Executves and local VIPs were brought in to see the new facility, which has two large rooms, one common dining area, an 800-square foot green data center to showcase our products, our own set of restrooms, a galley to stage up the food and beverage service, and two smaller rooms for private conversations or conference calls. A local high school band provided live music throughout the day.
technorati tags: IBM, Tucson, EBC, Alistair Symon, Calline Sanchez, Doug Davies, Karl Duvalsaint, Doug Dreyer, Bruce Wright, Michael Varney, Shirley Scott
Modified by TonyPearson
I returned safely from my trip to Tulsa, Oklahoma.
(A special shout-out to Shannon at [In The Raw] sushi restaurant, and my new friends I met at the rooftop of [the Mayo]!)
Last week I was in Auckland, New Zealand teaching Top Gun class. Top Gun teaches IBM Business Partners and sales reps how to sell our products, services, and solutions. I have been teaching Top Gun classes around the world since 1998.
(Why didn't I post sooner? Because IBM's developerWorks was getting an exciting upgrade to IBM Connections 4.0, and bloggers like me have to wait for the conversion to complete!)
While many of my trips in the USA involve traveling alone, that is not the case for Top Gun classes. Our class manager, Joe Ebidia, brought his wife Karen. Our class administrator is Hyein (Hyein is a Korean name that rhymes with rain). In addition to some local instructors, I am joined by my IBM USA colleagues Scott McPeek (Tivoli Storage) and Vic Peltz (Disk/Replication/Competitive Sales).
The rest of the teach team arrived a day or two early to adjust to jet lag. I, on the other hand, got off the plane Monday at 6am, and had a business meeting that same morning with GTS architects from Wellington.
Clockwise from left: Karen is vegetarian, and had some pasta with tomato sauce. Hyein had a lamb burger. Joe had flounder. I had salmon risotto. Yum!
(To those asking why I have only the bellies of Karen and Joe in the picture, I was focused on taking picture of the food.)
After setting up the classroom, we took a ferry over to [Devonport], a charming seaside village just minutes across the bay from Auckland. The ferry boats were close the the Central Business District our [Stamford Plaza hotel] was in, and they run every 30 minutes.
The four of us walked up to the top of Mt. Victoria to see the views of the city. I highly recommend this! Once you get to Devonport, you can walk along the streets to see all the cute shops, or enjoy the parks and natural beauty. I had [done this before], but it is always worth doing again!
The class is four days long. I had six presentations. Here were the first three:
Selling IBM Storwize V7000 and V7000 Unified. Scott McPeek had already covered SAN Volume Controller (SVC), so it was easy to explain the Storwize V7000. For the V7000 Unified, I went into more detail of the file-based protocols and features, paving the way for Vic's "Selling SONAS" later in the week.
Selling IBM Storwize V3700. Having covered the SVC and Storwize V7000, my presentation on the Storwize V3700 focuses more on the positioning of when to sell which product for particular workloads.
Understanding IBM's Big Four Initiatives. This was an interesting request. I was asked to cover Social, Mobile, Analytics and Cloud (what we internally call SMAC) from a storage perspective. Social included Social Media, Social Networking and Social Business. Mobile focused on IBM's Mobile First campaign. Analytics included big data, Hadoop, and our various solutions for performing analytics. Cloud included IBM's Cloud Computing Reference Architecture (CCRA), IBM SmartCloud Enterprise storage, our Backup and Archive clouds, and the new SmartCloud Storage portfolio.
I will save the rest of the week for the next post!
technorati tags: IBM, Storwize, V7000, V7000U, V3700, Social, Mobile, Analytics, big data, Cloud, Storage, SmartCloud, Top Gun, Joe Ebidia, Auckland, New Zealand
This week, I was in Sydney, Australia teaching IBM Storage Portfolio Top Gun class.
Our hotel is near [Circular Quay], and our class is at the IBM Centre at St. Leonards, just six metro stops away. There are also ferry boats from Circular Quay to other parts of the city.
Here are other members of the teach team. Scott McPeek covers the IBM SmartCloud Virtual Storage Center, SAN Volume Controller and Tivoli Storage Productivity Center. Vic Peltz covers high-end disk, disk replication, and competitive issues. Here we are in front of the [Sydney Opera House].
Sunday, we took a ferry boat to [Watsons Bay], to have dinner at the famous [Doyles on the Beach] fish restaurant.
We arrived at 4:15pm to discover they weren't open for dinner until 5:30pm. We managed to find some beverages at the bar next door. Corona beer?!?! I just travelled thousands of miles across the Pacific Ocean to be offered Mexican beer I can get locally in Tucson? I don't think so! Instead, we got some local Tasmanian brew.
Once seated, our table at Doyles was outdoors on the patio, with stunning views of the sunset. The weather was just right, cool and crisp sea air, but not windy.
I tried their Sydney Sangria which combines red wine, fruit juices and ginger beer. This had an interesting kick. If you have never tried Ginger beer, I highly recommend it! For dinner, I had the Flathead fish and chips. All of the fish at Doyles is locally sourced.
We got done with dinner just in time to catch the last ferry boat at 6:55pm! We literally were the last three to get on the boat before they pulled up the gangplank!
On Monday night, after the first day of class, our friends at [Brocade] invited us to a Pizza-and-Beer reception at the [Cabana Bar and Lounge], similar to the Brocade reception at Sale Street Bar last week in Auckland. Here I am with Katie, one of the Brocade employees hosting the event.
While at the reception, we had a terrible rain storm. I am so glad we were not on the street at that time. Some of our colleagues were not so lucky, and arrived soaking wet!
Special thanks to Tim Lees, the Brocade partner manager to IBM in ANZ, for hosting these receptions in both Auckland and Sydney!
On Tuesday, I once again presented the [Storwize family, DS3500 and DCS3700 disk systems]. Based on student feedback from last week's Auckland class, we took out some of the more technical details of each product, and added more information on the business value of each feature.
For my presentation on "IBM's Big Four Initiatives - Understanding Social, Media, Analytics and Cloud", I added more explanation on Hadoop for the big data analytics section. I even installed [IBM InfoSphere BigInsights] on my laptop to run a sample MapReduce job. The [Basic Edition 2.0 version can be downloaded from developerWorks] for free!
technorati tags: IBM, Brocade, Tim Lees, Storwize, V3700, V7000, DS3500, DCS3700, Social, mobile, Analytics, big data, cloud