Professional Documents
Culture Documents
41156 EN
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
Introduction
The market now demands lasting, affordable, reliable, open-standard green solutions. Organizations build dynamic infrastructures with cost-effective technologies to ensure data protection and retention. Thanks to IBM Linear Tape-Open (LTO) and its latest generation, tape continues to be one of the most cost-effective, flexible and scalable media for high-capacity storage backup and long term retention. By the end of this module you will be able to: Know IBM LTO 6 Tape Solutions Recognize the IBM LTO 6 main features Identify the benefits of IBM LTO 6 List the IBM LTO 6 portfolio
Sell IBM LTO 6 Tape Solutions Identify the sales process steps List the target clients and their business needs Identify the customer pain points Explain the IBM LTO 6 value proposition Describe the advantages of IBM LTO 6 List the LTO 6 main competitors Explain how IBM LTO 6 contributes to Smarter Planet Identify the top challenges to selling IBM LTO 6 Tape Solutions Identify the sales opportunities
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
Menu
Know IBM LTO 6 Tape Solutions Visit this section to have an overview of IBM LTO 6 Tape Solutions. Large capacity, high performance tape supporting Data Protection and Retention IBM LTO 6 key features Client benefits of IBM LTO 6 IBM Tape Systems Portfolio Sell IBM LTO 6 Tape Solutions Visit this section to learn about IBM LTO 6 Tape Solutions selling process and opportunities. Sales steps you need to follow Target customers and business needs Customer pain points IBM LTO 6 value proposition Deal with customers objections IBM LTO competitive differentiators Smarter Storage for a Smarter Planet A sales Conversation example Handle a sales conversation Conclusion
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
OS browser interface
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
Reduce cost
IBM LTO 6 helps reduce cost Stores over two times more compressed data on a tape cartridge than LTO-5 Is 30 % more energy efficient than LTO-5 IBM LTO 6 helps reduce backup and restore times Allows 40% faster backups and restores Improves data management and access Faster throughput drives and increased data buffer size IBM LTO 6 operational benefits Provides the performance to meet today's and future requirements Provides the capacity to reduce the size and complexity of the tape environment IBM LTO 6 helps address compliance requirements Continued WORM and Encryption capability. IBM LTO 6 provides outstanding investment protection Read and write capability with LTO-5 and read capability with LTO-4 cartridges helps protect current media investments.
Operational benefits
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
TS3500
Tape Automation
TS2900
The IBM System Storage TS2900 Tape Autoloader Express is designed for entry-level automated backup for rack system and small to midsize business environments. With a low-profile, high-density storage capacity, the TS2900 is ideally suited for backup and archival operations. The TS2900 is available with halfheight LTO Ultrium 6, 5 or 4 tape technology for a high-capacity, entry-priced tape storage solution. The IBM System Storage TS3100 Tape Library Express Model and its storage management applications are designed to exceed your capacity, performance, data protection, reliability, affordability and application requirements. With 1-2 drives and LTO Ultrium 6 data capacities up to 150 with 2.5:1 compression (up to 60 TB native), the TS3100 is designed as a functionally rich, entry-level tapestorage solution incorporating LTO tape technology. The IBM System Storage TS3200 Tape Library
TS3100
TS3200
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
10
Express Model leverages the latest generation of LTO technology to help cost-effectively handle growing storage requirements. With 1 - 4 drives and LTO Ultrium 6 data capacities up to 300 TB with 2.5:1 compression (up to 120 TB native), it is designed to address capacity, performance, data protection, reliability, affordability and application requirements. TS3310 The IBM System Storage TS3310 Tape Library is a modular, scalable tape library designed to address the tape storage needs of rapidly growing companies. With up to 18 Linear Tape-Open (LTO) Ultrium tape drives (max two drives for the base model L5B library) and a maximum system capacity (2.5:1 compression) of up to 2.5 PB in a 41U configuration or 256.25 TB in model L5B base library, the TS3310 offers simple, rapid expansion as processing needs grow. The IBM System Storage TS3500 Tape Library is designed to provide a highly-scalable, automated tape library for mainframe and open systems backup and archive that can scale from midsize to large enterprise environments. With up to 12 drives per frame and 192 per library string, and a capacity of LTO Ultrium 6 cartridges of up to 50 PB per library (up to 125 PB with 2.5:1 compression), the TS3500 continues to lead the industry in tape drive integration. The IBM Linear Tape-Open (LTO) Ultrium 6 Full High Tape Drive is designed to help organizations manage explosive data growth, sustain rapid, reliable access to data, and ensure business resilience. The sixth generation of LTO Ultrium tape drives delivers 2.5 TB native capacity and 576 GB/hour (160 MBps) native data transfer rate to provide fast data backup and recovery and reduce the disruption from a major data loss or outage. The LTO Ultrium 6 Full High Tape Drive offers up to 6.25 TB of compressed data cartridge capacity for even greater efficiency and performance. LTO Media IBM LTO Ultrium 4 800 GB Data Cartridge and IBM LTO Ultrium 5 1.5 TB Data Cartridge IBM is delivering high-capacity LTO Generation 4 and 5 media that provides clients the ability to meet the demanding growth in data storage. The increase in cartridge capacity helps reduce the amount of equipment, space and human intervention required for daily tape operations. In addition, it reduces the number of cartridges needed for backup and restore operations and helps to lower operational costs throughout the enterprise.
TS3500
Tape Drives
LTO 6
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
11
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
12
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
13
Corporate executive: CIO For encryption opportunities: Chief Compliance Officer Individuals responsible for forecasting and predictive analytics IT managers: Data center/operations manager Business executives: IT Directors
That is correct! LTO Tape is targeted at customers in all industries. Specific for CIOs, Chief Compliance Officers, IT Directors and Data center/operations managers in midsize companies. So from the list above, the only incorrect option is Individuals responsible for forecasting and predictive analytics.
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
14
IBM LTO 6 Tape Solutions The IBM LTO-6 offers more than double the compressed capacity of the previous LTO-5 and over 40 percent better performance. Additionally, it is up to 30 percent more energy efficient LTO-6 features encryption for data protection, as well as partitioning This drive provides greater data storage on a single cartridge and faster backup times, reducing overall operational costs With open standard, it works across systems LTO-6 supports Linear Tape File System (LTFS), which enables tagging of files with any text, allowing for more intuitive searches of cartridge and drive content Tape looks and acts like disk when managed with LTFS, no special software or process needed
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
15
Easy to use It adheres to the widely supported LTO specification, which promotes standardization and allows for multiple media and drive providers. It is compatible with major operating systems and independent software vendor applications.
Affordable Higher capacity media reduces the physical storage requirements for backup and archive media. Read/write capability with LTO-5 and read capability with LTO-4 cartridges helps protect current media investments.
Highly efficient Faster, higher capacity drives reduce backup and restore windows. Reduced power usage improves energy efficiency.
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
16
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
17
IBM compared to Dell Top two advantages versus Dell Top two issues you will have to overcome versus Dell Low entry price.
Proven encryption key management solution. Full Height LTO-6 form factor offering.
IBM compared to HP Top two advantages versus HP Top two issues you will have to overcome versus HP Market leader for HH LTO.
Three-year standard warranty for external LTO-6 tape drives and 2U/4U tape libraries. Proven encryption key management solution.
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
18
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
19
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
20
Provides much better energy efficiency and a large storage capacity Helps reduce time and cost Guarantees the lowest price on the market Helps address compliance requirements Offers completely integrated data protection and retention solutions plus global financing with lease/buy offerings
That is correct! LTO Tape helps reduce time and cost, helps address compliance requirements, provides better energy efficiency and large storage capacity and offers completely integrated data protection and retention solutions plus global financing with lease/buy offerings. So from the list above, the only incorrect option is that IBM guarantees the lowest price on the market.
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
21
That is correct! Although all of the responses are correct when referring to IBM LTO 6 Tape Solutions, only the first response is relevant to the customer's question about growing storage of data.
http://www.ibm.com/partnerworld/knowyouribm
Discover IBM LTO 6 Tape Solutions - Large capacity, high performance tape
22
Conclusion
This is the end of the learning module IBM LTO 6 Tape Solutions. In Know IBM LTO 6 Tape Solutions you learned about the advantages of Linear Tape-Open and the models in the LTO portfolio and how they align to your customers' needs In Sell the BM LTO 6 Tape Solutions you learned about the selling process, target clients, top challenges, competitive landscape and read examples of how to handle a sales conversation
To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at http://www.ibm.com/partnerworld/knowyouribm. Once you enter the quiz, you will not be able to return to the module so please ensure you have reviewed the entire module in detail. As a Know Your IBM user you have the option to view education modules in numerous languages. Please note that you only get rewarded once for completing each module. Good luck!
To learn more on the LTO6, click here to get started: IBM LTO Portfolio Overview (IBM Storage Sales - Lecture) http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu39873
http://www.ibm.com/partnerworld/knowyouribm