<html xmlns="http://www.w3.org/1999/xhtml"><head><meta charset="utf-8"><meta name="generator" content="pdf2htmlEX"><meta http-equiv="X-UA-Compatible" content="IE=edge,chrome=1"><link rel="stylesheet" href="https://csdnimg.cn/release/download_crawler_static/css/base.min.css"><link rel="stylesheet" href="https://csdnimg.cn/release/download_crawler_static/css/fancy.min.css"><link rel="stylesheet" href="https://csdnimg.cn/release/download_crawler_static/1075984/raw.css"><script src="https://csdnimg.cn/release/download_crawler_static/js/compatibility.min.js"></script><script src="https://csdnimg.cn/release/download_crawler_static/js/pdf2htmlEX.min.js"></script><script>try{pdf2htmlEX.defaultViewer = new pdf2htmlEX.Viewer({});}catch(e){}</script><title></title></head><body><div id="sidebar" style="display: none"><div id="outline"></div></div><div id="pf1" class="pf w0 h0" data-page-no="1"><div class="pc pc1 w0 h0"><img class="bi x0 y0 w1 h1" alt="" src="https://csdnimg.cn/release/download_crawler_static/1075984/bg1.jpg"><div class="c x0 y1 w2 h2"><div class="t m0 x1 h3 y2 ff1 fs0 fc0 sc0 ls0 ws0">1</div><div class="t m0 x2 h4 y3 ff2 fs0 fc0 sc0 ls0 ws0">EMC CONFIDENTI<span class="_ _0"></span>AL</div><div class="t m0 x2 h5 y4 ff1 fs1 fc1 sc0 ls0 ws0">IBM DS8<span class="_ _0"></span>000 <span class="_ _1"></span>T<span class="_ _2"></span>urbo vs. E<span class="_ _0"></span>MC Symm<span class="_ _0"></span>etrix </div><div class="t m0 x2 h5 y5 ff1 fs1 fc1 sc0 ls0 ws0">DMX-4<span class="_ _0"></span> </div><div class="t m0 x2 h6 y6 ff1 fs2 fc2 sc0 ls0 ws0">EMC Competitive Gr<span class="_ _0"></span>oup</div><div class="t m0 x2 h6 y7 ff1 fs2 fc2 sc0 ls0 ws0">Ed Fabiszew<span class="_ _0"></span>ski</div><div class="t m0 x2 h6 y8 ff1 fs2 fc2 sc0 ls0 ws0">March 2008</div><div class="t m0 x3 h7 y9 ff2 fs3 fc1 sc0 ls0 ws0"> Version E<span class="_ _1"></span>FF 031408 </div></div></div><div class="pi" data-data='{"ctm":[1.333333,0.000000,0.000000,1.333333,0.000000,0.000000]}'></div></div></body></html>
<div id="pf2" class="pf w0 h0" data-page-no="2"><div class="pc pc2 w0 h0"><img class="bi x0 y0 w1 h1" alt="" src="https://csdnimg.cn/release/download_crawler_static/1075984/bg2.jpg"><div class="c x0 y1 w2 h2"><div class="t m0 x1 h3 y2 ff1 fs0 fc3 sc0 ls0 ws0">2</div><div class="t m0 x4 h4 y3 ff2 fs0 fc3 sc0 ls0 ws0">EMC CONFI<span class="_ _0"></span>DENTIAL</div><div class="t m0 x4 h8 ya ff1 fs4 fc1 sc0 ls0 ws0">Agenda</div><div class="t m0 x4 h9 yb ff3 fs2 fc4 sc0 ls0 ws0"></div><div class="t m0 x5 h6 yc ff1 fs2 fc3 sc0 ls0 ws0">Top Offensive<span class="_ _0"></span> & Defensive Bullets</div><div class="t m0 x4 h9 yd ff3 fs2 fc4 sc0 ls0 ws0"></div><div class="t m0 x5 h6 ye ff1 fs2 fc3 sc0 ls0 ws0">Top DMX-4 Differ<span class="_ _0"></span>entiators Compare<span class="_ _0"></span>d to DS8000</div><div class="t m0 x6 ha yf ff1 fs5 fc4 sc0 ls0 ws0">–</div><div class="t m0 x7 ha y10 ff1 fs5 fc3 sc0 ls0 ws0">Information Availability</div><div class="t m0 x6 ha y11 ff1 fs5 fc4 sc0 ls0 ws0">–</div><div class="t m0 x7 ha y12 ff1 fs5 fc3 sc0 ls0 ws0">Tiered-Storage<span class="_ _1"></span> Consolidation</div><div class="t m0 x6 ha y13 ff1 fs5 fc4 sc0 ls0 ws0">–</div><div class="t m0 x7 ha y14 ff1 fs5 fc3 sc0 ls0 ws0">Performance</div><div class="t m0 x6 ha y15 ff1 fs5 fc4 sc0 ls0 ws0">–</div><div class="t m0 x7 ha y16 ff1 fs5 fc3 sc0 ls0 ws0">Application Integration and Q<span class="_ _1"></span>ualification</div><div class="t m0 x6 ha y17 ff1 fs5 fc4 sc0 ls0 ws0">–</div><div class="t m0 x7 ha y18 ff1 fs5 fc3 sc0 ls0 ws0">Energy Efficiency</div><div class="t m0 x6 ha y19 ff1 fs5 fc4 sc0 ls0 ws0">–</div><div class="t m0 x7 ha y1a ff1 fs5 fc3 sc0 ls0 ws0">Information-Cent<span class="_ _1"></span>ric Security</div><div class="t m0 x4 h9 y1b ff3 fs2 fc4 sc0 ls0 ws0"></div><div class="t m0 x5 h6 y1c ff1 fs2 fc3 sc0 ls0 ws0">Hardwar<span class="_ _0"></span>e & Architecture Co<span class="_ _0"></span>mparison</div><div class="t m0 x4 h9 y1d ff3 fs2 fc4 sc0 ls0 ws0"></div><div class="t m0 x5 h6 y1e ff1 fs2 fc3 sc0 ls0 ws0">Software Compa<span class="_ _0"></span>rison</div><div class="t m0 x4 h9 y1f ff3 fs2 fc4 sc0 ls0 ws0"></div><div class="t m0 x5 h6 y20 ff1 fs2 fc3 sc0 ls0 ws0">Mainframe Licen<span class="_ _0"></span>sing and latest Suppor<span class="_ _0"></span>t</div><div class="t m0 x4 h9 y21 ff3 fs2 fc4 sc0 ls0 ws0"></div><div class="t m0 x5 h6 y22 ff1 fs2 fc3 sc0 ls0 ws0">Total Cost of Owne<span class="_ _0"></span>rship</div><div class="t m0 x4 h9 y23 ff3 fs2 fc4 sc0 ls0 ws0"></div><div class="t m0 x5 h6 y24 ff1 fs2 fc3 sc0 ls0 ws0">EMC Sales Call to Action</div><div class="t m0 x6 ha y25 ff1 fs5 fc4 sc0 ls0 ws0">–</div><div class="t m0 x7 ha y26 ff1 fs5 fc3 sc0 ls0 ws0">Including Key Take-aways</div></div></div><div class="pi" data-data='{"ctm":[1.333333,0.000000,0.000000,1.333333,0.000000,0.000000]}'></div></div>
<div id="pf3" class="pf w0 h0" data-page-no="3"><div class="pc pc3 w0 h0"><img class="bi x0 y0 w1 h1" alt="" src="https://csdnimg.cn/release/download_crawler_static/1075984/bg3.jpg"><div class="c x0 y1 w2 h2"><div class="t m0 x1 h3 y2 ff1 fs0 fc0 sc0 ls0 ws0">3</div><div class="t m0 x2 h4 y3 ff2 fs0 fc0 sc0 ls0 ws0">EMC CONFIDENTI<span class="_ _0"></span>AL</div><div class="t m0 x2 h5 y5 ff1 fs1 fc1 sc0 ls0 ws0">T<span class="_ _3"></span>op Of<span class="_ _1"></span>fensive<span class="_ _0"></span> Bullets</div></div></div><div class="pi" data-data='{"ctm":[1.333333,0.000000,0.000000,1.333333,0.000000,0.000000]}'></div></div>
<div id="pf4" class="pf w0 h0" data-page-no="4"><div class="pc pc4 w0 h0"><img class="bi x0 y0 w1 h1" alt="" src="https://csdnimg.cn/release/download_crawler_static/1075984/bg4.jpg"><div class="c x0 y1 w2 h2"><div class="t m0 x1 h3 y2 ff1 fs0 fc3 sc0 ls0 ws0">4</div><div class="t m0 x4 h4 y3 ff2 fs0 fc3 sc0 ls0 ws0">EMC CONFI<span class="_ _0"></span>DENTIAL</div><div class="t m0 x4 h8 y27 ff1 fs4 fc1 sc0 ls0 ws0">Offense: High-Level Bulle<span class="_ _1"></span>ts t<span class="_ _0"></span>o Knock Off IBM in </div><div class="t m0 x4 h8 ya ff1 fs4 fc1 sc0 ls0 ws0">Enterprise Accounts</div><div class="t m0 x4 hb y28 ff3 fs6 fc4 sc0 ls0 ws0"></div><div class="t m0 x5 hc y29 ff1 fs6 fc3 sc0 ls0 ws0">Reframe</div><div class="t m0 x6 hd y2a ff1 fs7 fc4 sc0 ls0 ws0">–</div><div class="t m0 x7 hd y2b ff1 fs7 fc3 sc0 ls0 ws0">Move cust<span class="_ _0"></span>omer discu<span class="_ _0"></span>ssions away <span class="_ _0"></span>from “t<span class="_ _0"></span>he box” and t<span class="_ _0"></span>oward solutions <span class="_ _0"></span>and serv<span class="_ _0"></span>ices</div><div class="t m0 x6 hd y2c ff1 fs7 fc4 sc0 ls0 ws0">–</div><div class="t m0 x7 hd y2d ff1 fs7 fc3 sc0 ls0 ws0">Build conver<span class="_ _0"></span>sations t<span class="_ _0"></span>hat foc<span class="_ _0"></span>us on how t<span class="_ _0"></span>he data <span class="_ _0"></span>is used, <span class="_ _0"></span>not s<span class="_ _0"></span>olely on th<span class="_ _0"></span>e technology<span class="_ _0"></span> (e.g. EMC’s </div><div class="t m0 x7 hd y2e ff1 fs7 fc3 sc0 ls0 ws0">Microsoft<span class="_ _0"></span> Pract<span class="_ _0"></span>ice and/or E<span class="_ _0"></span>xchange of<span class="_ _0"></span>ferings)</div><div class="t m0 x6 hd y2f ff1 fs7 fc4 sc0 ls0 ws0">–</div><div class="t m0 x7 hd y30 ff1 fs7 fc3 sc0 ls0 ws0">Launch a s<span class="_ _0"></span>tronger solut<span class="_ _0"></span>ions/servic<span class="_ _0"></span>es-led model <span class="_ _0"></span>to improve infl<span class="_ _0"></span>uence, reac<span class="_ _0"></span>h the Cx<span class="_ _0"></span>O levels <span class="_ _0"></span>and </div><div class="t m0 x7 hd y31 ff1 fs7 fc3 sc0 ls0 ws0">position EMC <span class="_ _0"></span>for product<span class="_ _0"></span> drag</div><div class="t m0 x4 hb y32 ff3 fs6 fc4 sc0 ls0 ws0"></div><div class="t m0 x5 hc y33 ff1 fs6 fc3 sc0 ls0 ws0">Separate the<span class="_ _1"></span> Storage Purchase from the IT Bundle Purcha<span class="_ _1"></span>se</div><div class="t m0 x6 hd y15 ff1 fs7 fc4 sc0 ls0 ws0">–</div><div class="t m0 x7 hd y34 ff1 fs7 fc3 sc0 ls0 ws0">Be able to <span class="_ _0"></span>separate t<span class="_ _0"></span>he high-end st<span class="_ _0"></span>orage solut<span class="_ _0"></span>ion as a <span class="_ _0"></span>unique decision</div><div class="t m0 x6 hd y35 ff1 fs7 fc4 sc0 ls0 ws0">–</div><div class="t m0 x7 hd y36 ff1 fs7 fc3 sc0 ls0 ws0">Position <span class="_ _0"></span>the unique feat<span class="_ _0"></span>ures and v<span class="_ _0"></span>alue of <span class="_ _0"></span>DMX over DS8000</div><div class="t m0 x8 he y37 ff3 fs8 fc4 sc0 ls0 ws0"></div><div class="t m0 x9 hf y38 ff1 fs8 fc3 sc0 ls0 ws0">Dynamic Cache Partition<span class="_ _0"></span>ing, QoS, Virtu<span class="_ _0"></span>al LUN technology, In<span class="_ _0"></span>stant Restore,<span class="_ _0"></span> Virtual Partitioning, Flash d<span class="_ _0"></span>rives, </div><div class="t m0 x9 hf y39 ff1 fs8 fc3 sc0 ls0 ws0">etc.</div><div class="t m0 x8 he y3a ff3 fs8 fc4 sc0 ls0 ws0"></div><div class="t m0 x9 hf y3b ff1 fs8 fc3 sc0 ls0 ws0">Position IBM <span class="_ _0"></span>as a services/software/serve<span class="_ _0"></span>r company, not an <span class="_ _0"></span>innovative storag<span class="_ _0"></span>e company, that<span class="_ _0"></span> simply </div><div class="t m0 x9 hf y3c ff1 fs8 fc3 sc0 ls0 ws0">bundles st<span class="_ _0"></span>orage products out <span class="_ _0"></span>of necessity</div><div class="t m0 x4 hb y3d ff3 fs6 fc4 sc0 ls0 ws0"></div><div class="t m0 x5 hc y3e ff1 fs6 fc3 sc0 ls0 ws0">Educate</div><div class="t m0 x6 hd y3f ff1 fs7 fc4 sc0 ls0 ws0">–</div><div class="t m0 x7 hd y40 ff1 fs7 fc3 sc0 ls0 ws0">Educate y<span class="_ _0"></span>our cust<span class="_ _0"></span>omer on IBM’s<span class="_ _0"></span> lack <span class="_ _0"></span>of st<span class="_ _0"></span>orage expertise</div><div class="t m0 x4 hb y41 ff3 fs6 fc4 sc0 ls0 ws0"></div><div class="t m0 x5 hc y42 ff1 fs6 fc3 sc0 ls0 ws0">Refute the FUD</div><div class="t m0 x6 hd y43 ff1 fs7 fc4 sc0 ls0 ws0">–</div><div class="t m0 x7 hd y44 ff1 fs7 fc3 sc0 ls0 ws0">Show cust<span class="_ _0"></span>omer test<span class="_ _0"></span>imonials and document<span class="_ _0"></span>ed EMC responses<span class="_ _0"></span> – and f<span class="_ _0"></span>orce IBM <span class="_ _0"></span>to do the <span class="_ _0"></span>same </div><div class="t m0 x4 hb y45 ff3 fs6 fc4 sc0 ls0 ws0"></div><div class="t m0 x5 hc y46 ff1 fs6 fc3 sc0 ls0 ws0">Address High Pri<span class="_ _1"></span>cing</div><div class="t m0 x6 hd y47 ff1 fs7 fc4 sc0 ls0 ws0">–</div><div class="t m0 x7 hd y48 ff1 fs7 fc3 sc0 ls0 ws0">Understand and <span class="_ _0"></span>build awareness of<span class="_ _0"></span> IBM’s <span class="_ _0"></span>pricing st<span class="_ _0"></span>rategies</div><div class="t m0 x6 hd y49 ff1 fs7 fc4 sc0 ls0 ws0">–</div><div class="t m0 x7 hd y4a ff1 fs7 fc3 sc0 ls0 ws0">Software upgr<span class="_ _0"></span>ade cost<span class="_ _0"></span>s are IBM’s<span class="_ _0"></span> Achilles’<span class="_ _0"></span> Heal when the arr<span class="_ _0"></span>ays grows <span class="_ _0"></span>25% or more a <span class="_ _0"></span>year</div></div></div><div class="pi" data-data='{"ctm":[1.333333,0.000000,0.000000,1.333333,0.000000,0.000000]}'></div></div>
<div id="pf5" class="pf w0 h0" data-page-no="5"><div class="pc pc5 w0 h0"><img class="bi x0 y0 w1 h1" alt="" src="https://csdnimg.cn/release/download_crawler_static/1075984/bg5.jpg"><div class="c x0 y1 w2 h2"><div class="t m0 x1 h3 y2 ff1 fs0 fc0 sc0 ls0 ws0">5</div><div class="t m0 x2 h4 y3 ff2 fs0 fc0 sc0 ls0 ws0">EMC CONFIDENTI<span class="_ _0"></span>AL</div><div class="t m0 x2 h5 y5 ff1 fs1 fc1 sc0 ls0 ws0">T<span class="_ _3"></span>op Defens<span class="_ _0"></span>ive Bullets</div></div></div><div class="pi" data-data='{"ctm":[1.333333,0.000000,0.000000,1.333333,0.000000,0.000000]}'></div></div>
