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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.
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:
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
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Fellow master inventor and blogger Barry Whyte (IBM) recounts the past 20 years of history in IT storage from his perspective in a series of blog posts. They are certainly worth a read:
In his last post in this series, he mentions that the amazingly successful IBM SAN Volume Controller was part of a set of projects:
"IBM was looking for "new horizon" projects to fund at the time, and three such projects were proposed and created the "Storage Software Group". Those three projects became know externally as TPC, (TotalStorage Productivity Center), SanFS (SAN File System - oh how this was just 5 years too early) and SVC (SAN Volume Controller). The fact that two out of the three of them still exist today is actually pretty good. All of these products came out of research, and its a sad state of affairs when research teams are measured against the percentage of the projects they work on, versus those that turn into revenue generating streams."
But this raises the question: Was SAN File System just five years too early?
IBM classifies products into three "horizons"; Horizon-1 for well-established mature products, Horizon-2 was for recently launched products, and Horizon-3 was for emerging business opportunities (EBO). Since I had some involvement with these other projects, I thought I would help fill out some of this history from my perspective.
Back in 2000, IBM executive [Linda Sanford] was in charge of IBM storage business and presented that IBM Research was working on the concept of "Storage Tank" which would hold Petabytes of data accessible to mainframes and distributed servers.
In 2001, I was the lead architect of DFSMS for the IBM z/OS operating system for mainframes, and was asked to be lead architect for the new "Horizon 3" project to be called IBM TotalStorage Productivity Center (TPC), which has since been renamed to IBM Tivoli Storage Productivity Center.
In 2002, I was asked to lead a team to port the "SANfs client" for SAN File System from Linux-x86 over to Linux on System z. How easy or difficult to port any code depends on how well it was written with the intent to be ported, and porting the "proof-of-concept" level code proved a bit too challenging for my team of relative new-hires. Once code written by research scientists is sufficiently complete to demonstrate proof of concept, it should be entirely discarded and written from scratch by professional software engineers that follow proper development and documentation procedures. We reminded management of this, and they decided not to make the necessary investment to add Linux on System z as a supported operating system for SAN file system.
In 2003, IBM launched Productivity Center, SAN File System and SAN Volume Controller. These would be lumped together with Horizon-1 product IBM Tivoli Storage Manager and the four products were promoted together as the inap
The SAN File System was the productized version of the "Storage Tank" research project. While the SAN Volume Controller used industry standard Fibre Channel Protocol (FCP) to allow support of a variety of operating system clients, the SAN File System required an installed "client" that was only available initially on AIX and Linux-x86. In keeping with the "open" concept, an "open source reference client" was made available so that the folks at Hewlett-Packard, Sun Microsystems and Microsoft could port this over to their respective HP-UX, Solaris and Windows operating systems. Not surprisingly, none were willing to voluntarily add yet another file system to their testing efforts.
Barry argues that SANfs was five years ahead of its time. SAN File System tried to bring policy-based management for information, which has been part of DFSMS for z/OS since the 1980s, over to distributed operating systems. The problem is that mainframe people who understand and appreciate the benefits of policy-based management already had it, and non-mainframe couldn't understand the benefits of something they have managed to survive without.
(Every time I see VMware presented as a new or clever idea, I have to remind people that this x86-based hypervisor basically implements the mainframe concept of server virtualization introduced by IBM in the 1970s. IBM is the leading reseller of VMware, and supports other server virtualization solutions including Linux KVM, Xen, Hyper-V and PowerVM.)
To address the various concerns about SAN File System, the proof-of-concept code from IBM Research was withdrawn from marketing, and new fresh code implementing these concepts were integrated into IBM's existing General Parallel File System (GPFS). This software would then be packaged with a server hardware cluster, exporting global file spaces with broad operating system reach. Initially offered as IBM Scale-out File Services (SoFS) service offering, this was later re-packaged as an appliance, the IBM Scale-Out Network Attached Storage (SONAS) product, and as IBM Smart Business Storage Cloud (SBSC) cloud storage offering. These now offer clustered NAS storage using the industry standard NFS and CIFS clients that nearly all operating systems already have.
Today, these former Horizon-1 products are now Horizon-2 and Horizon-3. They have evolved. Tivoli Storage Productivity Center, GPFS and SAN Volume Controller are all market leaders in their respective areas.
Comments (2) Visits (11658)
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.
For more on any of these announcements, see the [June 4th Announcement Page], or follow the Twitter tag #transformITnow.
Comments (2) Visits (10916)
This Thursday, June 16, 2011, marks IBM's Centennial 100 year anniversary. It happens to also be my 25th anniversary with IBM Storage. To avoid conflicts in celebrations, we decided to celebrate my induction into the "Quarter Century Club" (QCC) last Friday instead.
My colleague Harley Puckett was master of ceremonies. Here he is presenting me with a memorial plaque and keychain. Harley mentioned a few facts about 1986, the year I started working for IBM. Ronald Reagan was the US President, gasoline cost only 93 cents per gallon, and the US National Debt was only 2 trillion US dollars!
Here are my colleagues from DFSMShsm. From left to right: Ninh Le, Henry Valenzuela, Shannon Gallaher, and Stan Kissinger. I started in 1986 as aa software developer on DFHSM, and slowly worked my way up to be a lead architect of DFSMS.
Here are my colleagues from Tivoli Storage Manager (TSM). From left to right: Matt Anglin, Ken Hannigan and Mark Haye. I first met them when they worked in DFDSS, having moved from San Jose, CA down to Tucson. While I never worked on the TSM code itself, I did co-author some of the patents used in the product and other products like the 3494 Virtual Tape Server that makes use of TSM internally. I also traveled extensively to promote TSM, often with a TSM developer tagging along so they can learn the ropes about how to travel and make presentaitons.
Here are my colleagues from the disk team. From left to right: Joe Bacco, Carlos Pratt, Gary Albert, and Siebo Friesenborg. I worked on the SMI-S interface for the ESS 800 and DS8000 disk systems needed for the Tivoli Storage Productivity Center. Joe leads the "Disk Magic" tools team. Carlos and I worked on qualifying the various disk products to run with Linux on System z host attachment. Gary Albert is the Business Line Executive (BLE) of Enterprise Disk. Siebo Friesenborg was a disk expert on performance and disaster recovery, but is now enjoying his retirement.
Here are my colleagues from the support team. From left to right: Max Smith, Dave Reed, and Greg McBride. I used to work in Level 2 Support for DFSMS with Max and Dave, carrying a pager and managing the queue on RETAIN. We had enough people so that each Level 2 only had to carry the pager two weeks per year. On Monday afternoons, the person with the pager would give it to the next person on the rotation. On Monday, September 10, 2001, I got the pager, and the following morning, it went off to help all the many clients affected by the September 11 tragedy.
I worked with Greg McBride when he was in DFSMS System Data Mover (SDM), and then again in Tivoli Storage Productivity Center for Replication (TPC-R), and now he is supporting IBM Scale-Out Network Attached Storage (SONAS).
Standing in the light blue striped shirt is Greg Van Hise, my first office-mate and mentor when I first joined IBM. He went on to be part of the elite "DFHSM 2.4.0" prima donna team, then move on to be an architect for Tivoli Storage Manager (TSM).
I wasn't limited to inviting just coworkers, I was also able to invite friends and family. Here are Monica, Richard, and my mother. Normally, my parents head south for the summer, but they postponed their flights so that they could participate in my QCC celebration.
From left to right: my father, Greg Tevis, and myself. It was pure coincidence that my father would wear a loud darkly patterned shirt like mine. Honestly, we did not plan this in advance. Greg Tevis and I were lead architects for the Tivoli Storage Productivity Center, and Greg is now the Technology Strategist for the Tivoli Storage product line.
Here is Jack Arnold, fellow subject matter expert who works with me here at the Tucson Executive Briefing Center, sampling the food. We had quite the spread, including egg rolls, meatballs, luncheon meats, chicken strips, and fresh vegetables.
More colleagues from the Tucson Executive Briefing Center, from left to right, Joe Hayward, Lee Olguin, and Shelly Jost. Joe was a subject matter expert on Tape when I first joioned the EBC in 2007, but he has moved back to the Tape development/test team. Lee is our master "Gunny" sargeant to manage all of our briefing schedules. Shelly is our Client Support Manager, and was the one who organized all the food and preparations for this event!
Lastly, here are Brad Johns, myself, and Harley Puckett. Brad was my mentor for my years in Marketing, and has since retired from IBM and now works on his golf game. I would like to thank all of the Tucson EBC staff for pulling off such a great event, and all my coworkers, friends and family for coming out to celebrate this milestone in my career!
In addition to the plaque and keychain, Harley presented me with a book of congratulatory letters. If you would like to send a letter, it's not too late, contact Mysti Wood (email@example.com).
For most of us in the United States, it is cold out there, so you better "bundle up!"
Today, IBM announces the [IBM Storwize Rapid Application Storage] bundle, an integrated solution that improves storage efficiency and application availability. It comes in two offerings:
Why bundle? Here are the key advantages for these offerings:
To learn more, check out the IBM [landing page].